Sales Leadership Master Class

This Sales Leadership Master Class focuses on developing the knowledge, skills and strategies necessary to transform a sales team into a dynamic, productive force as the Sales Manager’s role is proven successful to the extent to which he or she is able to develop a highly skilled and productive sales force.

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This specially tailored interactive course on Sales Leadership will help all sales managers working in various sectors to be up to speed.

Measured by their ability to monitor and support their sales team’s efforts and activities, the successful sales manager will learn how to manage the selection and recruitment, how to coach, develop career path, lead and motivate, as well as forecasting future sales utilising multiple cross-checking techniques. It is also relevant as actual situations are discussed and delegates will be able to return to work with many new strategies and apply them in practice.

INTRODUCING

Sales Leadership Master Class

Sales Leadership Master Class

Creating High Performing Sales Teams

The Sales Leadership Master Class focuses on helping Sales Leaders improve their company results, financial outcomes, profits, market share, return on investment expressed through the metrics expressed as absolute levels, percentages of goal achievement and growth year on year.

We ask the question:

“How do you know when you have a successful sales organisation?”

  • Create a winning sales organisation by aligning the sales system around company goals and strategies to drive results
  • Develop sales strategies that demonstrate value to customers and create competitive advantage
  • Sizing and structuring the sales force to effectively and efficiently realise market opportunities
  • Develop sales compensation plans that motivate high levels of effort
  • Prevent Sales Force complacency
  • Use analytic tools and structured processes to constantly identify sales force improvement opportunities

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Develop Sales Force excellence by helping Sales Leaders

through the complexities of the Sales System and into a framework of how decisions, processes, systems and programmes that are accountable for influencing sales people, influencing their activities and ultimately customer and company results, these are the Sales Effectiveness Drivers.

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Course Modules

Sales Leadership Master Class

Module One

STRATEGICALLY STEPPING YOUR SALES TEAM UP TO A NEW LEVEL
  • Sales leaders the key change agents in a sales force
  • How do you know you have a successful sales organisation?
  • Secrets to Successful Sales Leadership
  • The 3M’s
  • The Sales Metrics Dashboard
  • Managing the Sales Metrics
  • Dimensions of a Sales Organisation
  • Sales Force Effectiveness Drivers
  • Role of the sales manager in the sales system

Module Two

LEADERSHIP AND MOTIVATION
  • How to Be an Extraordinary Sales Manager
  • Sales Leader Capability v Sales Force Capability
  • What is Leadership?
  • Building a Sales Team
  • Leading the Sales Team
  • Steps to Establishing a Successful Sales Team
  • Activities and Behaviours of the Sales Team
  • Creating a Winning Sales Culture
  • Six Dimensions that shape the sales force work style
  • Sales Force Productivity Framework
  • Understanding Motivation - Five Motivators

Module Three

CREATING THE CAPABLE SALES FORCE
  • Establishing Sales Objectives
  • Sales Objective Metrics
  • How to Size Your Sales Force for Success
  • What would your customers say about your sales force?
  • How do salespeople spend their time?
  • What is Sales Talent?
  • A capacity for near-perfect performance
  • What influences performance? style
  • Advice for the World’s Best Sales Managers

Module Four

BUILDING A SALES TEAM THAT SELLS
  • Calculate the Cost of Recruitment Failures
  • Recruitment and Hiring Sequence
  • Qualifications for a Sales job
  • What are the Goals of the Sales Job?
  • Ideal Sales Profile
  • 100 Interview Questions
  • Interview Reality Test Check
  • Recruiting Goals

Module Five

EVALUATING SALES PERFORMANCE
  • What is Sales Enablement?
  • Sales Force Enablement Process
  • Sales Performance Management
  • Setting Goals and Targets
  • The Impact of Sales Force Goals
  • Control and Empowerment of Sales Force Goals
  • How to Set Effective Goals, A Five Step Process
  • Evaluation, Feedback and Consequencesstyle
  • Sales Complacency – Solutions to Address Complacency
  • Sales Activity Performance Standards 

Module Six

COACHING AND TRAINING THE SALES FORCE
  • The Learning Organisation
  • Program Design for Learning
  • Competency Guide
  • Building Blocks of Control
  • Sales Opportunity Management Process
  • Account Management Process
  • Coaching the Salesperson
  • Coaching Myths
  • Coaching for Performance
  • Appraisals and Counselling Interviews
  • Developing a Sales Training Programme

Module Seven

FORMULATING A WINNING PLAN
  • Defining a Sales Strategies
  • Defining Your Value Proposition
  • Sales Strategy Development
  • Understanding Market Segmentation
  • Your Sales Process is it working?
  • Sales Force Activities
  • Steps for implementing a new sales strategy
  • Adding value to the sales process
  • Sales Forecasting

Module Eight

LEADING A WINNING SALES TEAM
  • Sales Force Turnover
  • Influences on Sales Force Turnover
  • How to Manage Sales Turnover
  • Measuring and Understanding Sales Turnover Dynamics
  • Salespeople not developing enough new business?
  • Special Performance Incentives
  • Use of Incentives
  • Five Motivators
  • Do you have the right pay mix?
  • Controlling the sales force through salary and incentives
  • Conditions and for Successful Sales Change Management
  • Achieving Success

WHO SHOULD ATTEND

ALL Sales Managers who want to refine sales planning techniques, build leadership skills and become more powerful decision makers, motivators, communicators, coaches and counsellors. Newly appointed or prospective Sales Managers who need the tools to respond to customer, team and company needs.

 

AS WELL AS

Directors, VPs, Heads, and Senior Managers of Sales Management, Sales Operation Management, Business Development, Account Management, Marketing, Telesales, and Direct Marketing.

JOIN ONLINE SALES TRAINING ACADEMY TODAY!

Fee includes all Online Sales Training Academy Programmes

One Time Payment Of

$1,250

Enrol Now

One Time Payment Of

£895

Enrol Now

BUSINESS

TEAM

If you have a team of 5+, message us for inquiry.
Contact Us

Monthly Payment Of

$125

Enrol Now

Monthly Payment Of

£95

Per Person For Sales Teams of 1 to 4
Enrol Now

“Please see full terms and conditions”

Colly Graham

Brings over forty years of practical experience of selling, with state-of-the-art training Colly keeps abreast in the latest trends in marketing and selling.

With a wide management experience in the training and development of salespeople, he has gained wide experience in building and leading a number of successful sales teams.

As an international trainer Colly has trained sales teams in UK, Ireland, Spain, Malaysia, Thailand, Singapore, Dubai, USA and Australia.

Colly Graham also has been recognized by The Institute of Sales Management has been in the top ten sales trainers in the UK he holds Master Practitioner of NLP Colly trained with Richard Bandler in 1998

Frequently Asked Questions

JOIN ONLINE SALES TRAINING ACADEMY TODAY!

Fee includes all Online Sales Training Academy Programmes

One Time Payment Of

$1,250

Enrol Now

One Time Payment Of

£895

Enrol Now

BUSINESS

TEAM

If you have a team of 5+, message us for inquiry.
Contact Us

Monthly Payment Of

$125

Enrol Now

Monthly Payment Of

£95

Per Person For Sales Teams of 1 to 4
Enrol Now

“Please see full terms and conditions”

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