Excellence in Sales Leadership™

Creating an Environment for Sales Success

Learn the components of job performance that sales leaders can leverage to support and accelerate the success and advancement of the sales professionals on their team. Understand the psychology behind the importance of creating the right environment and where to focus your leadership time and effort. Content and materials are customized to reflect each client’s vision, mission, and operational objectives.

Building Team Engagement

Understand the psychological contract that exists between companies and their employees and the sales leader’s role in optimizing that relationship within their teams. Explore the key drivers of individual motivation and the importance of clear standards and expectations. Learn a powerful problem-solving model that engages team members in problem identification and solution development. Participants profile their own temperament/talent style and those of their sales team to effectively communicate, motivate, and deploy them based on individual and group characteristics.

Assessing Performance & Implementing Development Strategies

Learn about the Performance Continuum as an assessment and developmental planning tool. Understand the appropriate leadership role at each phase. Identify the knowledge, skill, attributes, and contributions across job families specific to your organization. Map team members and explore potential succession patterns based on performance. Learn to diagnose ability and willingness to perform against expectations. Craft development plans to spur performance improvement and accelerate progression. Acquire an essential time management tool to determine where to invest developmental time with team members for the greatest productivity return.

Leadership Strategies for Development & Performance Improvement

Identify effective feedback styles and guidelines along the Performance Continuum. Understand the variables that impact how coaching is received. Learn proven communication models for delivering performance feedback, coaching, collaborating, and counseling for continuous improvement. Master delivering specific, prescriptive, and actionable feedback focused on the behaviors required to achieve desired outcomes.

Capstone Role-play: Leadership Results Through Planning

Participants apply the Carew Excellence in Sales Leadership concepts and models to their current sales teams through customized role-plays. In addition, attendees profile two sales professionals on their team, develop individual action plans using SMART feedback, and practice delivery using the appropriate feedback model. Present to workshop participants and receive peer and instructor feedback.