Description

Programs for Sales Leaders

Ensure true and effective change by including sales leadership training as part of your sales transformation initiative

Salespeople and frontline sales managers who focus solely on change at the individual and organizational levels do not optimize their investment or reduce their risk in launching a successful sales development program.

Adding sales training for sales leaders into your sales training program helps ensure your company’s success. Our content in our sales leader training program includes, among other things, courses on developing skills in sales leadership and coaching your sales managers.

In a high growth environment, sales organizations face the challenge of delivering on constant new business while building capabilities to manage increasing complexity and deliver higher levels of performance. A missed opportunity for many companies is not training their top leaders in sales leadership skills.

The VP-level executives who oversee the direct management of customers are frequently challenged to meet the needs of their salespeople. They are under pressure to deliver on new business goals while simultaneously leading the change that will carry the organization into its next stage of growth. Yet, too often these executives lack training in how best to manage both people and today’s complex business environment.

Leaders, Sales Managers, Customer Managers or Directors who oversee direct management of customers are responsible for revenue generation. They need to be armed with the right mix of both people and business skills to manage their complex work environments, lead change, build capabilities and drive continuous improvement.

Our program offers them the appropriate training in leadership skills to improve their ability to maximize efficiencies across all functional areas, resolve problems more quickly, lead change more effectively and improve their ability to develop the right strategies that will best position customers for long-term success.

Our sales leadership training program is designed to help leaders master the skills required to drive higher levels of performance through people, strategy and execution.

Some of the key areas we focus on in our sales leadership training program:

Increasing Customer Value & Mitigating Risk

Sales leaders are responsible for maximizing customer value while mitigating risk. Our Leaders, Sales Managers, Customer Managers or Directors demonstrate the ability to maximize the value of their customers through business acumen and relationship management; to understand how the market is evolving and the impact on their customers; to identify emerging competitors and respond with appropriate strategies; and to manage change.

Manage Multiple Priorities & Complexity

Sales leaders are faced with competing priorities, complex relationships, shifting customer needs, multiple product lines and an ever-evolving marketplace. Our Leaders, Sales Managers, Customer Managers or Directors need to ensure their sales teams are able to compete in this rapidly evolving marketplace. Our sales leadership training focuses on strategies for aligning the entire workforce, developing skills in multiple disciplines and managing through complexity.

People & Leadership Skills  for Today’s Complex Sales Environment

As companies grow rapidly, they often lack the time to properly train and develop their sales leaders. Sales leaders must be able to manage multiple priorities while also driving revenue growth, building key customer relationships and strengthening the capabilities of their sales force.

Our Leaders, Sales Managers, Customer Managers or Directors need training that will help them quickly adapt to more complex business environments by developing skills in multiple disciplines such as marketing, finance, operations and technology.

Our customized sales training program is based on core areas:

• Sales Leadership Development:

– for senior executives responsible for direct management of customers; managers who act as business leaders with responsibility for solving complex customer problems/needs; subject matter experts (SMEs) who bridge the gap between marketing and sales; and highly effective team leaders.

• Sales Management Development:

– for SMEs who are responsible for managing teams of direct sellers/individual contributors to ensure appropriate client coverage, tactical account strategies, appropriate territory development plans and project management.

• Business Leadership Education:

– for middle managers who are responsible for running or overseeing functional areas within the business, such as marketing, business development, finance, research and development.

Our program participants can expect to achieve the following during training:

• A better understanding of their customer’s business;

• An ability to anticipate trends in the market;

• Better capabilities to engage with customers;

• Improved processes for identifying growth opportunities;

• A better appreciation of how all parts of the business work together.

The training program is delivered by highly experienced senior consultants, who have extensive experience in working with top-tier sales teams in many different geographies and industries. Our sales leadership training is designed to help participants develop an understanding of their customer’s business; anticipate trends in the market; better capabilities to engage with customers; improved processes for identifying growth opportunities, and a better appreciation of how all parts of the business work together.The training programs are delivered by highly experienced senior consultants who have extensive experience in working with top-tier sales teams in many different geographies and industries.

Our customized sales leadership development program is unique in that we blend together:

• Marketing and relationship management;

• Sales and account planning;

• Customer experience and service excellence; and

• Leadership and management development.