Leadership and Enhancing Your Critical Thinking
- Transforming Organizations for Success – a Leader’s Perspective
- Achieving inner integrity: understanding yourself and others
- Innovating through resilience and a culture of change
- Situational Leadership
- Integrating by aligning people, processes and structure
- Applying techniques of critical thinking
- Influencing through building human networks
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
- Corporate strategy fundamentals
- Achieving alignment – Managing Up, Down & Across
- Understanding the true Unique Value Proposition
- 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
- Forecasting, 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.
The Account Development & Opportunity Management Processes
- Identify untapped potential – grow net new business
- Develop a winning competitive strategy
- Get higher, deeper with the proper 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.
Leveraging the Most out of Today’s Channels
- Learn the sales efficiencies in the Team Approach in selling
- Effective inside to outside business development
- Learn the latest on B2B selling
Learning Outcome: Participants will also learn the current best practices in B2B selling, methodology, management of, and accountability.
Problem Solving and Innovating for Improved Performance in Complex Environments
- Issue Identification: the new leading-edge leadership skill
- Downstream innovation: the greatest source of innovation – your frontline sales force
- Engaging employees, capturing valuable insights and delivering ideas that create value for your organization
Learning Outcome: A strong understanding of the important role sales people play in problem solving and the innovation process