leading the sales team master class · 2018-04-24 · performance page 2 leading the sales team...
TRANSCRIPT
Learn How to Get the Best Results From Your Sales Team
An interactive sales management training course to help you:
LEADING THE SALES TEAM MASTER CLASS
Page 1
• Develop your sales leadership and sales management skills
• Improve the sales results of your team
• Create a team that will deliver outstanding, sustainable results
BECOME A SALES MANAGER WHO ACHIEVES OUTSTANDING
PERFORMANCE
Page 2
LEADING THE SALES TEAM
Leading the Sales Team helps you to develop the sales leadership skills, business performance processes, and people skills to achieve outstanding performance from your team.
This is an opportunity to share your challenges with Brett Lyons, a leading authority in sales leadership.
Brett has extensive sales leadership experience, from first line manager to senior executive roles in commercial practice and consultancy with SMEs and corporates.
This sales management training course is designed for business owners, business leaders, sales directors and sales managers who are responsible for the performance of sales teams.
You may be new to sales management, want to refresh your skills, or explore how to do a better job. Leading the Sales Team shows you how.
Who Is Leading the Sales Team For?
Page 3
What Will You Get out of Leading the Sales Team?
This sales leadership training course focuses on four key aspects of sales management:
LEADERSHIP
Developing the leadership styles and
behaviours needed to engage, motivate
and build high performing teams.
SALES PERFORMANCE COACHING
Instigating an approach to coaching
based on personal coaching skills,
coaching plans and a proactive programme
of field coaching.
PERFORMANCE MANAGEMENT
Creating the management frameworks and
processes that drive performance and
provide the diagnostics to identify what is
behind outstanding, average and poor
performance.
TEAM AND ONE-TO-ONE MEETINGS
Developing the planning and delivery skills
to create events that stimulate, motivate
and educate the team.
Page 4
Duration
A two day programme supported by a pre-course assignment (60 mins), an evening assigment (30 mins), and a post-course project.
Fees£895 per person ex-vat. This in-cludes all learning materials, lunch, and refreshments.
Venues
High quality hotels and conference centres in major cities, with access to motorway networks, rail and flight links.
What Does Leading the Sales Team Cover?
Page 5
Leading the Sales Team features the following modules:
THE SALES MANAGER
AS A LEADER
BUSINESS PERFORMANCE
PROCESSES
DEVELOPING
PEOPLECOMMUNICATION
This module provides the
opportunity to review the pre-work
assignment on ‘The Professional
Sales Manager’ and covers:
- The Sales Manager as a Leader
• Leadership Diagnostics
• Leadership Styles
• Leadership Partnerships
- The Sales Management Model
- Webb Maps and Coaching Plans
- Sales Performance Coaching
- Planning and Implementing a
Field Visit Programme
- Managing Successful Meetings
- Managing One-to-One Meetings
What Are the Benefits for You?
BEST PRACTICE
BUILD & LEAD
DRIVEPERFORMANCE
RESOLVE ISSUES
LEADING THE SALES TEAM
Developing the skills,
behaviours and con-
fidence to build and
lead high performing
teams.
The ability to create
sales management
processes and frame-
works that will drive
performance.
The ability to under-
stand the reasons for
outstanding perfor-
mance and capture
these as best practice
to share across the
team.
The capability to
identify the reasons
for under-performance
and resolve the under-
lying issues.
Page 6
COACH & MOTIVATE
Building the personal
skills to coach and
motivate individuals
and the team.
COMMUNICATE
Developing the
communication skills
to run high impact
team and one-to-one
meetings.
Page 7
What Are the Benefits to Your Organisation?
SKILLED SALES PEOPLESales managers with the capability to attract, assess, develop and retain top performers.
SKILLED MANAGERSWith the skills to identify the reasons for outstanding or poor performance and the ability to implement solutions that work.
ACHIEVE OBJECTIVESSales managers with the skills, behaviours and confidence to achieve objectives through the performance of their teams.
CONSISTENCYProfessionally-managed teams delivering consistent performance, continuously developing and producing outstanding results.
COMMUNICATIONCommunication that ensures everyone understands what is happening in the business, what is expected of the team and the importance of their personal contribution.
A POSITIVE CULTURESales people who feel they are valued members of the team.
What Is the Structure of the Leading the Sales Team Programme?
Pre-Course AssignmentPre-reading and a personal assessment.
A blended, experiential learning approach takes you through:
This engaging learning method has a profound effect on knowledge retention over a sustained period of time, leading to a dramatic impact on performance.
WorkshopA 2-day workshop integrating syndicates, personal projects and simulation, develop-ing outputs that are easily integrated into day-to-day activity.
Working in small teams, you process information, deal with multiple challenges and make management decisions through consensus in two fast-paced simulation challenges lasting approximately one hour each. This is followed by a group debrief.
Post-Course ProjectA structured field project, which will help you implement the content in your personal role.
Number of ParticipantsThis programme is run for a maximum of
12 participants and a minimum of 4.
Page 8
Business SimulationTLSA’s unique, story-based computer simulation brings a concrete element to your learning.
Evening AssignmentA short project in preparation for day two.
7 - 8 June, London13 - 14 September, London
2016 DATES
Why TLSA?
1. Best practice, skills and techniques – which you can easily use in your role.
2. Sales leadership expertise – a rare opportunity to work with Brett Lyons, a top sales leadership expert.
3. Highest standards – ISMM and ILM endorsed courses to help you develop your team.
4. Proven track record – learning based on a deep understanding of multiple business sectors.
5. Results-driven training – interactive and story-based learning to help you become a better leader.
6. Tool kit – easy-to-use concepts that will help you understand your business and make you more effective.
7. Motivational experience – enjoy 2 days working with, and learning from, peers in other industries and an engaging,
approachable facilitator.
8. Post-course project – a structured approach to activating the learning and evaluating your performance.
Page 9
What materials will I leave with?
Leading the Sales Team Manual
A comprehensive manual.
PowerPoint SlidesA complete set of Power-Point slides on a USB. An invaluable reference guide and access to course material to use in your job.
To help you activate new skills and knowledge into your personal role, you will leave the
Leading the Sales Team master class with:
Leadership Planner
TLSA’s unique develop-ment matrix that will help you set strategy to lead, develop and motivate your team.
The Sales ManagementModel
This powerful business planner helps you develop a performance manage-ment aid that captures best practice, activities and processes in your business and converts them into a powerful sales management process.
Webb Maps and Coaching Plans
Assess the skills and develop-ment needs of each member of the team, then create pro-active coaching plans to im-prove performance, develop new skills and motivate the individual.
The Coaching CycleAn easy-to-follow process that ensures sales coaching makes people better at what they do.
Field Visit Planner
Make the time you spend working with your people more meaningful through professional planning, implementation and follow-up.
ISMM CertificateTo confirm you have successfully completed the programme.
TAKE AWAYS
Leave this programme with the skills, processes and tools to easily apply to your role:
• Personal management style assessment
• Management process plan
• GROW coaching planner
• A personal action plan
• Sales meeting planner
• One-to-one meeting planner
Copyright (c) TLSA International 1998 - 2016 Page 10
Participant Feedback
The comments below illustrate feed-
back from participants who have at-
tended the Leading the Sales Team
programme.
“Covered all the topics I needed and
more. Simulation was very interest-
ing and templates excellent.”“Very interactive and an open forum
to discuss ideas. Really gave new
perspectives, and increased confi-
dence in right to lead.”
“The programme is great. It helped
build my confidence and it really pro-
vided insight into the sales manage-
ment process.”
-
-Leading the Sales Team is an Institute of Sales and Marketing Management endorsed course, which means that the content is verified by the UK’s only professional body for sales and sales management. This course is also endorsed by the Institute of Leadership and Management.
TLSA is a certified training organisation by the Institute of Sales and Marketing Management and the Institute of Leadership and
Page 11
-
Is Leading the Sales Team a professionally endorsed course?
This means we fulfil the highest standards set by each professional body.
Copyright (c) TLSA International 1998 - 2016
Brett Lyons is an international leadership
consultant who works with blue chip clients
and SMEs to achieve their strategic goals.
Brett’s career spans 35 years in sales and
leadership. His real-world expertise in
leadership, sales management and sales
enables him to prepare and guide top teams
to deliver long-term success for their organ-
isations in a structured, focused way. Brett
enjoys working with motivated leaders who
aspire to develop and lead their teams to
greater competitive advantage.
ABOUT THE FACILITATORBRETT LYONS
Brett works globally to bring real-world results
to organisations in any industry sector. He has
particular expertise in the banking,
recruitment, capital goods and IT industry.
He is pragmatic, engaging and supportive of
teams tasked with the challenge of bringing a
shared vision to life.
Recognised as one of the UK’s leading
authorities in sales leadership, Brett will help
you develop the skills to become a sales leader
who inspires others to follow and be their best.
FINANCIAL SERVICES
- The RBS Group- Virgin Money- Lombard Asset Management
- Devro- Luxottica (RayBan, Oakley) - Cash Bases- Aebi Schmidt- Agility Logistics
- ADAS (Environment)- Goodman Masson (Recruitment)- The Economist (Publishing)
Current clients include:
MANUFACTURING/CONSUMER/LOGISTICS
PROFESSIONAL SERVICES
Page 12Copyright (c) TLSA International 1998 - 2016
DAY 1: OPEN 10:00a.m.
- Introduction and Objectives
- The Sales Manager as a Leader
• The Professional Sales Manager Pre-Work Review
• Leadership Diagnostics
• Leadership Styles
• Leadership Partnerships
- The Sales Manager as a Leader
• Leadership Strategy
- Leading the Sales Team Simulation – Round 1
- Business Performance Processes
• Webb Maps and Coaching Plans
• The Sales Management Model
- Evening Assignment (30 mins)
- Developing People
• Sales Performance Coaching
• Planning and Implementing a Field Visit Programme
- Communication
• Managing Successful Meetings
• Managing One-to-One Meetings
- Leading the Sales Team Simulation – Round 2
- Post-course Brief
- Personal Action Plans
- Programme Evaluation
DAY 2: OPEN 9:00a.m.
LUNCH : 1:00p.m.-2:00p.m. LUNCH : 1:00p.m.-2:00p.m.
CLOSE: 6:00p.m. CLOSE: 5:30p.m.
Page 13
LEADING THE SALES TEAM
Copyright (c) TLSA International 1998 - 2016
SUMMARY OF CONTENT FORMAT
Introduction and
Objectives
The Skills and
Qualities of the
Professional Sales
Manager
An opening module in which:
- The objectives of the programme are explained - Participants introduce themselves and identify personal objectives and expectations of the programme
In this module you will have the opportunity to review your pre-work with other participants. The aim is to identify areas of personal development based on a model that integrates the skills and qualities that the world’s leading sales organisations demand in a sales manager: - Leader - Sales Person - Coach - Business Person - People Person - Regulator
A module that helps you discover the impact that attitude, commit-ment and capability has on individual and team performance. Using the Enthusiastic Beginner - High Achiever situational model, the task is to: - Create a diagnostic analysis of your team based on capability and commitment - Identify the leadership styles you should use to lead and motivate each individual in your team
- Presentation
- Discussion
- Lecture
- Discussion
- Syndicate Exercise
- Presentation
- Team Analysis
- Planning
The Sales Manager as
a Leader
Leadership Diagnostics
Page 14
LEADING THE SALES TEAM
Copyright (c) TLSA International 1998 - 2016
MODULE
Day 1
Page 15
MODULE SUMMARY OF CONTENT FORMAT
Leadership Partnerships
A module in which you will learn about the seven styles of leadership and the behaviours, benefits and challenges that each style presents. The styles are directive, visionary, people, coach, mutual, mentor and pace-maker. Once the styles are understood, the module covers how to:
- Identify which styles will be most effective with individual team members - Complete a self-analysis, identifying strengths and priority development areas that will have an impact on team performance
Working in teams of three or four, you complete the first round of the ‘Leading the Sales Team’ simulation. This is a story-based computer simulation which provides you with the opportunity to embed new skills and test the learning from day one. The simulation challenges you to make decisions based on a series of scenarios that reflect the programme content. Once completed, the simulation provides you with feedback and a scorecard which measures behaviours and performance.
To complete this session, you will have the opportunity to review your performance, scorecard and feedback with the facilitator and group.
- Personal Task
- Group Task
- Team ExerciseLeading the Sales Team
Business Simulation
Round 1
Leadership Styles
Using the leadership diagnostic of your team, the next step is to plan the leadership strategy and styles you will use to generate the best performance from each individual and the team.
Copyright (c) TLSA International 1998 - 2016
MODULE SUMMARY OF CONTENT FORMAT
The Sales Management
Model
Learn how to use TLSA’s unique webb map assessment tool to analyse capability and develop a personal coaching plan for each member of your team. This: - Includes a visual assessment of each individual based on six competencies - Identifies coaching priorities through which business performance can be improved - Defines coaching objectives and action plans that will improve business performance and develop, stimulate and motivate individuals. These are usually developed in 3 month cycles
- Lecture
- Personal Exercise
- Lecture
- Debate
- Syndicate Exercise
Business Performance
Processes
Webb Maps and
Coaching Plans
Understand the impact that a structured sales management approach has on improving business performance and the effectiveness of the sales manager. The content provides you with a proven process to cre-ate a sales management blueprint to apply in your own business which provides: - A structure to meet and exceed targets that covers contact strategy, performance standards, meeting planning, sales execution and follow-up, and more - Key performance indicators that reveal the reasons for good and bad performance relevant to each role - A diagnostic through which personal and team performance can be analysed. This is a key step in taking performance management into an analysis of behaviours, providing a much more rounded view than just performance versus target
Page 16Copyright (c) TLSA International 1998 - 2016
MODULE SUMMARY OF CONTENT FORMAT
Evening Assignment
Day 2Developing People
Sales Performance
Coaching
The final task of the day is to complete a short evening assignment based on the content covered to this point. You are provided with a brief and the assignment takes no longer than 30 minutes.
This is an intensive module based around formal and informal coaching. The module challenges you to coach for the business, ensuring that field coaching: - Is focused on the areas that will have a real impact on business performance - Activates the coaching plans created through the webb maps
Integrated into the module are: - The impact of proactive coaching on individual and team performance - The coaching cycle, delivering performance coaching in a focused and structured way - Common feedback models and their application, for example, ‘PRO & GROW’ - Six personal coaching skills - Managing emotion, resistance and conflict
- Personal Task
- Presentation
- Discussion
- Practical Exercises
Copyright (c) TLSA International 1998 - 2016 Page 17
MODULE SUMMARY OF CONTENT FORMAT
Planning and
Implementing a
Field Visit Programme
Communication
Managing Successful
Sales Meetings
Learn how to plan and implement a field visit programme structured to benefit you and your team. This module covers:
- The strategic use of field visits
- How to plan a field visit programme
- Utilising different types of field visit, scheduled, action and random
- The role of the sales manager when completing a field visit
- Writing a field visit report
A module in which you explore the use of sales meetings as a team event structured to stimulate, motivate and educate the team, specifically:
- The strategic use of sales meetings
- Creating a motivational agenda
- Developing action points that will improve sales performance
- Integrating training and coaching into sales meetings
- The link between sales meetings and field coaching
- Individual delivery style and meeting management
- Lecture
- Debate
- Syndicate Exercises
Page 18Copyright (c) TLSA International 1998 - 2016
- Lecture
- Debate
- Syndicate Exercises
Page 19Copyright (c) TLSA International 1998 - 2016
MODULE SUMMARY OF CONTENT FORMAT
Managing One-to-One
Meetings
In this module, you discover: - The role of one-to-one meetings as a key leadership action to develop performance and motivate individuals - Creating an agenda that works for the both parties – addressing business and personal issues - What should be prepared by both parties - The link between one-to-one meetings and field coaching
- Managing the one-to-one meeting
You complete the second round of the ‘Leading the Sales Team’
simulation. This is a continuation from day 1 and again provides the
opportunity for you to embed new skills and test your learning from day
2.
- Lecture
- Debate
- Syndicate Exercises
- Team ExerciseLeading the Sales Team
Business Simulation
Round 2
Personal Project Brief On completion of the programme you will be briefed on a personal project
designed to help you implement the content with your team. The brief
covers:
- Guidance and advice on how to implement the project - How to review the content with your line manager - Suggested timings for implementation
- Presentation
Page 20
MODULE SUMMARY OF CONTENT FORMAT
Personal Action Plans Throughout the programme, you update your personal action plan to to integrate the programme content into your personal role.
A final module in which you complete a programme evaluation. Evaluation forms are provided to collect participant feedback.
- Personal Exercise
- Personal ExerciseProgramme Evaluation
Copyright (c) TLSA International 1998 - 2016
National Occupational
Standards
This programme covers elements of Units 5.1, 5.2, 5.5, 7.1, 7.2, 7.5, 7.6 and 9.2 of the National Occupational Standards.
CONTACT US
TLSA International Ltd
Telephone: 0345 600 1556
Email: [email protected]
Website: www.tlsasalestraining.com/sales-management-training-course
Address: Kemps Place, Selborne Road, Greatham, Hampshire, GU33 6HG, United Kingdom
Page 21
Contact our team to book your place on this programme, or to speak to an expert.