From Sales Manager to Sales LEADER
At Leadership In Action we know that securing sales, particulary in today's economic environment is a critical enabler of your organisation's ongoing success. Subsequently the quality of sales leadership provided to your sales force must be at its most effective. Today's sales managers are each challenged with catalysing their teams to high-performance - in an environment that is very much characterised by continuous change, increasing complexity, the 'war for talent', high-expectations and demanding deadlines.
Over 20-years of research and experience has helped us confirm that managers who build 'Bell-Curve Busting Teams' effectively engage, enable and empower (E3) their people. Each of our programmes are designed to help 'sales-managers' develop this critical capability, using our renowned action-learning methodologies which drive learning in a 'real-world, real-time' context. See our programmes and services for developing sales leaders, below:
- The Sales Leadership Challenge™ - From Sales Manager to Sales LEADER New!
Our unique and distinctive, 4-month skill and behaviour development programme for sales managers who MUST 'step up' to sales LEADERSHIP. Combine Special Forces techniques to deliver targetted results with leading sales processes. Drives sales performance over 90-day horizons...go to www.SalesLeadershipChallenge.com.au for more details
- Issues solved - Sales managers need to step up and 'lead' - Need to constructively yet decisively drive sales up - Sales managers seen as glorified sales administrators - Sales managers 'been there, done that' with regard to training programmes - Need to instill a genuinely high-performance sales culture
- E3 Sales Leadership Effectiveness Profile™ - 360° feedback
Our proprietary online feedback facility measuring each sales manager's current effectiveness in 22 critical competencies and 18 underpinning behaviours of high-impact sales leadership. Can be used as a career development tool for emerging sales leaders too... Contact Us for more information
- Issues solved - Need to ID causes of lower than desired sales results - Need to ID causes of sales manager not driving performance of team - Need to ID causes of performance issues in sales team not being dealt with effectively by manager - Need to discern career development opportunities - Current '360' not sales leader specific
- Funnel Camp™ - Sales & Marketing Planning New!
Many businesses lack a clear plan for growth; Sales and Marketing struggle with plans that are not sufficiently actionable, not aligned to the strategy, not followed, or simply non-existent. Marketing and Sales planning is difficult.
Funnel Camp™ aligns your sales and marketing leaders around a single plan; blisteringly clear and highly actionable; so the confusion that arises from separate marketing plans and sales plans is eliminated. Because they are busy and hard to get together, Funnel Camp centres around an intensive, 3-day workshop, with preparation before and a comprehensive plan for growth delivered to you afterwards.
The facilitated planning program specifically addresses the most common sales and marketing management issues in business today, and delivers you a highly-actionable sales and marketing plan to prosecute your strategy... Contact Us for more information
- Issues solved - Sales and marketing plans not sufficiently actionable - Sales and marketing plans not aligned to strategy - Sales and marketing plans not followed - Sales and marketing plans non-existent - Lack of clarity about 'where the result will come from' - Diminishing opportunities - Marketing, Operations, Production, and/or Logistics not communicating with Sales (or vice versa!) - Market forces changing but sales strategy not.
- Quadrant® - Sales Pipeline Management
The cost of selling is on the increase. Sales cycles are getting longer. Decision-makers are seeing fewer sellers. Ensuring each member of your sales team is working at peak productivity has never been more critical. Enter 'Quadrant - The Self-Managing Productive Sales Executive™'. This programme combines processes and tools for ensuring your sales people are operating at peak effectiveness. By developing real-time situation analysis this programme can have immediate and positive effects on the sales productivity of your sales team, giving sales people and management realistic crystal clarity on the 'state of play' of the sales effort... Contact Us for more information
- Issues solved - Less than desirable sales productivity from your sales team/s - Poor visibility into sales activity - Difficulty discerning where the sales process is 'breaking' - Need a 'real-time' training needs analysis - Need sales people to take on more responsibility for their results - Inaccurate sales forecasting placing strain on the business
- Hearts & Minds Sales Force™ - Value-Proposition Selling in the 21st Century
The terms 'partnership', 'value-adding' and 'unique proposition' have been bandied about the selling world now for at least a decade. But what does it take to really bring these terms to life, enabling your organisation to seize and hold the 'high ground' against your competition? How can we win more than just the prospect's wallet? Introducing 'Hearts and Minds Sales Force™', a results focused programme equipping your sales managers to build and drive value-proposition selling sales team. The outcome of this programme will quite simply be a dramatic improvement in both the volume of sales per sales person, as well as GP per sale.
Focused on enabling organisations and sales people make the transition from product 'pedalling' to truly 'adding value' and 'working in partnership' with their clients/customers, this comprehensive and holistic series of sales methodology development programmes catalyses the promise of 'value-proposition selling'. ... Contact Us for more information
- Issues solved - Must transition from 'product' sales to 'value-proposition' selling - Yeilding lower $'s per sale and/or GP per sale than desired - Sales people not selling to REAL decision-makers - Want to move away from transactional selling to secure clients/customers for total lifetime value
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