Business Leaders in Control Workshop
Creating Sales Operational Excellence
As Business Leaders, your Senior Team and shareholders expect you to be fully in control. They demand Predictability, Reliability, Consistency and Sales Productivity from Business Results. Poor forecasting leads to a lack of confidence in the sales operation, stress and a feeling of being out of control.
Aimed primarily at people who drive sales, Business Leaders in Control is a two-day workshop addressing how sales operational excellence will drive predictable sales growth.
We demonstrate how this can be achieved by examining and refining key elements of existing sales leadership and management processes. People respect what you inspect – not what you expect.
We show how selling is a process, with themes that cover selling styles and sales behaviour; how managers measure and inspect key information; develop and coach sales staff, through to identifying and documenting an effective process that everyone can follow.
Managers as Coaches
To implement a new sales process and ensure sales operational excellence your sales leaders must be able to lead the way. We give leaders the skills to coach and develop their sales teams effectively.
Measuring the right things
Efficiency is doing things right. Effectiveness is doing the right things. We discuss key metrics, for both quality and quantity, needed to monitor and manage sales force productivity.
Selling Models and Skills
Selling to Recognised Needs and Unrecognised Needs requires different selling styles. We discuss the impact and document your skill development requirements – Deal Creators vs Deal Responders.
Business Leaders wrestle with the challenge of accurate sales forecasting. Poor forecasting affects the businesses negatively. This leads to a lack of confidence in the sales operation, stress and feeling of being out of control.
Conduct a two-day workshop for your business leaders
Demonstrate how sales operational excellence will drive predictable sales growth by examining and refining key elements of your existing processes
Give your sales leaders the confidence to implement the change management strategy
Ensure your sales leaders can walk the talk and lead the way forward
What you get
Skills to get the best from the available people, processes and systems
Tools to inspect, track and develop sales outcomes and behaviours
Clarity on the role you play
Understanding of the value CRMs can deliver
Enhanced change management skills
Ability to manage sales behavioural change
Enhanced recruitment skills
Templates for tracking and documenting people development and performance
Personal development plans
Implementable best practice for managing the sales function
Leaders who are confident in leading change and managing sales processes
Upskilled Sales Leaders
Sales Managers measuring the right things
Consistent, accurate and reliable sales forecasts