Sales Leadership Programme

Coronavirus has changed the way we all work and the strongest sales leaders are adopting new approaches to lead their teams. We will help you to adapt to the ever-changing sales environment.

Driving Sales Performance - Sales leadership for a changed world

Changes in buyer behaviour, ever more complex multi-channel solutions and new working practices are fundamentally changing sales leadership. It’s vital to define what great looks like in this changed world and understand your role as a modern manager.

In this module you will:

  • Understand the ‘Why’ of the manager and create your team vision
  • Explore what the strongest managers do differently
  • Create behaviours that drive sales performance

Outcome: A framework for defining and managing peak performance.

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Coaching & Sales Innovation - Your most powerful leadership tools

B2B sales is significantly tougher than ever before and sales teams need to adapt quickly to changing client behaviour. The strongest sales leaders prioritise coaching and unblocking client deals above everything else when supporting and driving their teams.

In this module you will:

  • Learn the secret to game-changing sales coaching
  • Learn how to unblock deals with your sales teams
  • Understand how to deliver coaching in the most impactful way for your team

Outcome: A dramatic impact on the sales impact of your teams

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Sales Planning - Driving best practice and effort

Creating, retaining and growing accounts is getting more and more difficult. Pipelines are under huge pressure. Every aspect of the sales process is getting harder. Your teams need a planned, well thought-out approach which drives success.

In this module you will:

  • Learn how to manage a sales pipeline and prioritise your workload
  • Determine how to drive and focus your teams through team meetings
  • Create methods for target, client and conversation planning

Outcome: Increased forecasting, consistency and certainty of sales
effort and impact

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Communicating with your team - Understanding and engaging with each individual

Recent changes have put your sales teams under huge pressure both in and outside of work. Changed, working conditions for your teams create new leadership challenges. Deeply understanding and communicating with your team in the right way is vital to driving strong engagement, attitudes and approaches in a changed world.

In this module you will:

  • Understand your own personality preferences
  • Understand how your sales team sees the world right now
  • Devise strategies for communicating effectively with your team on both an individual and group level

Outcome: Accelerated team engagement and focus

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Motivating Sales Teams - The secret to a driven sales team

As the world is changing, motivating factors are turning on their head for your teams. Understanding how to drive extrinsic and intrinsic motivation across your sales team is crucial to driving sales performance.

In this module you will:

  • Explore why most attempts at motivation don’t work
  • Learn the importance of intrinsic motivation
  • Create powerful plans for a driven sales culture across your teams

Outcome: A driven sales teams who are accountable for their performance

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Hiring the best talent - Finding your next sales superstar

Sales is getting much harder and the profile of a great salesperson is changing. Relying on gut feel when recruiting is way too risky. The best hires come from a clear understanding of what top performers look like and a clear methodology for finding them.

In this module you will:

  • Identify mistakes to avoid when recruiting salespeople
  • Create a profile of top-performing salespeople
  • Learn how to identify, interview and secure the best talent

Outcome: Increased sales performance and retention from new starters

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Sales & Marketing Alignment Programme

The most successful businesses align their sales and marketing teams. We will bring your teams together around a common purpose, leading to stronger outcomes for you and your clients.

Sales and marketing alignment: The new normal

Coronavirus has completely changed the way that our audiences behave. This has, in turn, changed the way that our clients need to engage with them. All of this, combined with the fact that challenging market conditions are changing the way that clients are making buying decisions, means that sales and marketing teams need to work more closely together than ever before.

In this module you will:

  • Learn the latest research into audience and client behaviour
  • Understand changes to the buying funnel and the implications this is having on sales and marketing collaboration
  • Explore new b2b sales and marketing best practice

Outcome: Sales and marketing teams that are aligned around the same cause: Team focused on making it easier to buy at every stage of the funnel.

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The right narrative

Buyers are under huge pressure and have lots of choice. The problem is that everything tends to sound very similar. Rather than simply being told about what your product does, they need to be taught why they need to change and how they should choose.

In this module you will:

  • Identify what your differentiation really is in a changed world
  • Explore which market challenges you are now best placed to overcome
  • Knowing what to teach and how to lead to your differentiation

Outcome: An agreed sales and marketing narrative that leads clients to your brand and solution

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Audience Behaviour: The common language

The one thing that our clients have always needed is to understand the audience’s buying journey and how to influence it. Coronavirus has changed all of that and our clients are desperate to learn what the ‘new normal’ is. They will gravitate towards those suppliers who can teach them.

In this module you will:

  • Learn why your audience needs great content right now
  • Learn how to create content that drives sales conversations
  • Learn how to use LinkedIn for inbound marketing

Outcome: A deep understanding of why audience insight is the ‘silver bullet’ when it comes to engaging clients

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Creating powerful client messaging

The sales person’s role has always been to make it easy for the client to say ‘yes’ and having a deep understanding of who your client is, what they care about and how they make decisions has always been important; however, Coronavirus has changed everything. What we thought we knew about our clients no longer applies. Having brand new client personas is vital if we are to design successful sales and marketing approaches.

In this module you will:

  • Agree a collaborative approach for lead generation and qualification
  • Explore how psychographics can be used to generate leads
  • Learn a powerful structure for creating multi-channel introductions

Outcome: A deeper understanding of your target clients, how best to personalise your introductions and how to convert them into qualified leads

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High impact sales and marketing collateral

Buying has become much more difficult for our clients. More than ever, they need impactful sales and marketing collateral that makes it easy for them to build consensus within their wider decision-making group.

In this module you will:

  • Explore why sales & marketing collateral is more important than ever before
  • Agree sales and marketing communication best practice
  • Agree an impactful sales and marketing meeting agenda

Outcome: Create templates and toolkits built to drive client decision making and make it easy to buy

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Contact us to talk about this programme or a bespoke version

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