Sales Leadership Process & Training
To provide true leadership and be fully effective in the critical role of a sales manager, a person must have specific and definable SKILLS, which must be applied with a systematic PROCESS. If either "skills" or "process" are lacking, the manager's role can become largely administrative and the sales staff will never reach its full potential.
Often, sales managers place emphasis solely on production levels of sales personnel and pay little attention to the factors that influence this outcome. This often results in sub-optimal growth of both the individuals and the team, while also limiting the potential effectiveness of the manager.
For over 30 years, we have continually analyzed the skills and methods that produce effective sales leadership. The resulting characteristics are reinforced in our proven methodology, which forms the core of our Sales Leadership Process and the accompanying training. The results achieved by clients through our numerous engagements are significantly enhanced skills and higher production.
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Truly effective sales leaders have the ability to:
- Benchmark: Define the skills required to sell effectively and ASSESS each professional's level of competence in each skill area.
- Evaluate and Diagnose: Measure the effectiveness of each call and DETERMINE strengths and weaknesses of the calling effort in a dynamic environment through observation of an active sales call and in a post-call environment.
- Lead: Using the knowledge continually gained, engage each individual at the level of their specific need - teaching, coaching, delegating, and motivating - thus moving each professional to a higher level of competence.
Our methodology clearly defines the skills required to be a truly effective sales professional and both the quantitative and qualitative measurements to evaluate a salespersons' level of competence in each of these skill areas.
Secondly, the process provides very specific diagnostic guidelines for evaluating a sales call, regardless of whether or not the manager is present in the call or not.
The final step in the process combines the previous two components to produce an action plan for remediation of skill deficiencies and enhancement of strengths, which includes both teaching and coaching.
Training on the application of this process ensures its effective application on an ongoing basis.
The outcomes from our process and training typically include:
- A clear roadmap for consistent Sales Leadership across all segments of an organization.
- Training and reinforcement on the application of the proven process.
- Highly-developed skills and increased production.
Target Audience:
Sales Managers in Institutional and Corporate Investment Divisions
Structure:
Our process is unique because we provide more than leadership skills development. We work with you to also develop a structure that promotes accountability and consistency.