Excellence in Sales Leadership™
Successful leadership is not a question of how much you know, but rather how well you execute. The Excellence in Sales Leadership (ESL) workshop is designed to transform sales managers into sales leaders, equipping participants with proven tools and methodologies for maximizing the potential of every person on their team. Participants learn how to motivate their team, create an environment for success, get the most out of individual and team temperaments and talent, manage performance and foster professional development among their staff.
The ESL sales management training program empowers sales managers with specific tools and processes to solve problems and eliminate barriers. Assess performance, diagnose performance problems, and choose the best options from your “developmental strategy toolkit” to address them.
Learn to distinguish roadblocks to performance using Carew’s problem solving model and provide sales team members with prescriptive and actionable feedback to make effective changes.
This participatory sales leadership training program utilizes a variety of learning strategies, including high-energy lectures, group exercises and discussions, role-plays, hands on projects and a host of events that make for an impactful and memorable experience. Each ESL program can be customized to address the specific needs and challenges of your organization. The result will be an energized team working in alignment to achieve team business goals.
Sales Management Training Program Overview
Creating an Environment of Sales Success
The workshop begins with an understanding of the components of job performance that combine to equip and support sales professionals to achieve maximum productivity as soon as possible. Have you created an environment for success? Are you spending your time in the “right places?”
Managing the Business Deal
There is a psychological contract that exists between companies and their employees that affects performance, commitment, and motivation. Make better hiring decisions and understand the sales leader’s role in managing the Business Deal. Develop motivation plans based on standards and expectations. Learn and implement an analytical process to determine how to improve sales professionals’ expected results.
Inspire Maximum Performance
You will identify your individual temperament/talent style and learn how to leverage your personal strengths to maximize your impact on the performance of your salespeople. Leaders profile themselves and discover how to identify the style and strengths of their team and effectively communicate, motivate, and utilize their team based on individual and group characteristics.
Assessing Performance Levels
The ability to speed a sales professional’s development from Novice to Master will have a dramatic impact on your sales team’s productivity and bottom line. Learn about the Performance Continuum as an assessment and developmental planning tool. Identify knowledge, skills, attributes, and contributions across job families. Acquire an essential time management tool to determine where to invest your developmental time with your sale professionals for the greatest productivity return.
Take the Initiative
Successful leadership is not a question of how much you know, but rather how well you execute. Learn to diagnose a sales professional’s willingness & ability to perform against expectations. Understand when to direct, observe, coach, counsel, intervene, and collaborate. Recognize, intercept, and reverse unacceptable performance and ignite the fire within good performers using the results-producing models. Craft development plans to spur performance improvements.
Convert Problems to Opportunities
Many problems are purely perceptual, but dealing with problems can rapidly consume the time of a sales leader. Involving salespeople in the problem-solving process can have many benefits. Learn to prevent problem re-occurrences. Save time by avoiding upward delegation and improve customer satisfaction through responsiveness.
Prescriptive and Actionable Feedback
Close the loop on developmental sessions by providing specific, prescriptive and actionable feedback to salespeople that will help them to improve their performance. Develop SMART feedback focused on behavior to detail desired performance. Retool current Field Assessment Forms to provide clearer, more actionable feedback.
Putting it All Together
Through the use of realistic scenarios, you’ll choose the response to address performance deficiencies using the Problem-Solving model and Coaching and/or Counseling Model in role-plays. At the conclusion of this element, sales leaders will profile two salespeople on their sales team and develop individualized action plans using SMART feedback. Expedite the skill acquisition process when you learn how to prepare for a coaching session and the role of the sales leader in various coaching scenarios. Engage sales professionals in productive ways of “out-of-balance” relationships where sales people may perceive imbalance when they have more tenure or work years experience than their manager.
Leadership Through Results Planning
The sales leadership program is brought to closure through a brief recap of the key management strategies. Learn about the prescriptive resources available to you to speed performance improvement. Commit to specific implementation plans for your sales teams.