Sales Leadership
The sales leadership webshops are designed with a mix of leadership and communication tools as we believe that real change requires a good mix of the mind and the heart, IQ & EQ, High Tech and High Touch.
The strategic business tools include customer profiling based on business health, product/market decision models, funnel management tools, feedback methods, directing, coaching, supporting, delegating, empowering, management skills, continuous improvement, customer reviews and process management.
Leadership concepts and tools required to energise, enrol, engage and empower team members are included to provide the essential skills for leading teams and improving sales quality and sales productivity.
Sales Leadership Quest
By attending the Sales Leadership webshop and practically applying the learnings, you will become equipped to recruit, select, develop, motivate, inspire and influence your team to be true business builders by capturing and providing market information and customer needs, becoming experts in highlighting product and service value, building powerful customer partnerships, and enhancing business performance.
Session 1 – Understanding Sales Leadership and Your Leadership Style
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In this session you will learn the importance of leadership for sales management and how it is different to the leadership styles required for other management functions. You will also understand about your own leadership style based on pre-assessments done before the session. These assessments will help you understand your preferred blend of participative and directive leadership. We will also help you understand your locus of control; internal or external.
Session 2 – Energizing Sales Teams
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In this session, you will learn how to energize yourself by using mental tools from NLP. Once energized you will be more equipped to energize your team by believing in their potential, through recognizing positive contribution, providing positive and improvement feedback, creating healthy competition, encouraging teamwork, developing talent, recognizing contributions (not just outcomes), and celebrating success.
Session 3 – Situational Sales Leadership
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In this session, you will learn how to recognize the development levels of your teams and team members and leading them based on their development level. Thereafter you will learn skills of effectively and situationally directing, coaching, supporting, delegating and empowering your team members in a relevant and dynamic manner.
Session 4 – Creating a Winning Sales Culture
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In this session, you will learn the importance of a winning culture, the components of a winning culture, how to design the version of winning culture that suites your business and steps to be taken to create and sustain a winning culture in your team.
Operational Sales Excellence
By attending the ‘Operational Sales Excellence’ webshop and practically applying the learnings, you will become an expert at using processes for prioritising customers and products, nurturing future customers, managing sales funnels, designing powerful selling processes, following through, customer information management, networking and customer partnership building to boost business performance.
Session 1 – Multiplying Sales Results – 20’s Club Process
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This session will help you learn processes to take stock of the current top 20% customers and products, setting ‘stretch’ targets, creating future top 20% customers and products. This will the lead to deciding on actions to be taken to boost current sales performance, achieve stretch targets in a defined future and prioritise activities to achieve both the current and future business aspirations.
Session 2 – Funnel Management and Opportunity Filter
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This session will help you learn how to develop a funnel management process, use it to maintain a smooth flow of sales, keep your sales team motivated, improve sales effectiveness efficiently and enhance sales results. You will also learn how to engage with productive potential customers using opportunity filters.
Session 3- The Selling Process
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In this session, you will learn methods to generate amazing sales results by implementing a powerful sales process customised to suit your business. This includes preparation, preoccupation breaker, understanding customer needs, presenting value based solutions, responding to objections, closing sales and post sales follow up.
Session 4 – Building Powerful Business Relationships
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In this session, you will learn about the process of building powerful relationships from a one-time interaction into a powerful partnership through a process of value adding interactions, trust building, and strategic partnerships.
Who can benefit by participating?
Operational Sales Excellence is for business leaders directly or indirectly responsible for selling and improving business results.
Timing
1st, 8th, 15th and 22nd December
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