- Transforming organizations for success – a leader’s perspective
- Achieving inner integrity: understanding yourself and others
- Innovating through resilience and a culture of change
- Influencing through building human networks
- Integrating by aligning people, processes and structure
Learning Outcome: Use a world-class sales leadership model to improve your leadership approach and ability to achieve in-year sales results and long-term returns.
Strategy Alignment: Linking Sales Plans & Growth To Company Strategy
- Achieving alignment – up, down & across your organization
- Corporate strategy fundamentals
- Aligning sales & marketing strategies
- Identifying leading indicators that you can manage for success
Learning Outcome: Using a ‘strategy-canvas’, participants will create a roadmap to grow revenue, a corporate value proposition and leading indicators of future success.
Strategy Execution: Putting Your Strategy into Action
- Segmenting clients, opportunities and buyers
- Sales structure, selling roles, coverage and deployment
- Motivation and incentives
- Quota setting and goal allocation
Learning Outcome: This module links corporate strategy with sales execution. Learn practical methodologies for translating organizational goals into tactics to optimize sales execution.
Enhancing Your Critical Thinking
- Applying techniques for innovation
- Framing and re-framing from multiple perspectives
- Identifying a 15% solution for your project
Learning Outcome: Learn how to manage paradox and apply strategic thinking in your business.
The Account Development & Opportunity Management Processes
- Identify untapped potential – grow net new business
- Develop a winning competitive strategy
- Get higher, wider, deeper with the ‘Connections’ Account Strategy
- Gain access to conversations that increase wallet and market share
- Create new opportunities for you and your clients
- Increase sales productivity & reduce sales cycle time
Learning Outcome: Learn how to inspire a client-centred approach to create real value for your clients. Build an account development and opportunity management process that will drive competitive advantage.