Sales Management & Leadership Development Program
Develop your management & leadership style
It’s one thing being a good sales rep but it’s quite another being a good, or even a great, sales manager.
From finding your leadership style, motivating your team and giving them feedback to developing strategic business plans, delivering accurate forecasts and hiring talent, our sales management and leadership development program provides you with the springboard to becoming a great sales manager.
Managing success through others
Our sales management & leadership development program will show you how to:
Find your leadership style and motivate your team.
Develop strategic business plans and individual sales plans, set and monitor KPI's and run effective one to one meetings.
Be less busy but more productive by getting organised and setting boundaries.
Deliver accurate forecasts by identifying and addressing the common causes of forecast failure.
Be your team's coach through an understanding of the coaching process & practicing role-play scenarios.
Introduction and setting the scene
Why we are here.
The course objectives.
The concept of our comfort zone
The necessity to move outside our comfort zone on a continuous basis.
The relationship between change and success.
The importance of goal setting.
Focusing on the areas where we can obtain the greatest return.
Leadership and management
Understanding the differences between leadership and management.
What are the different leadership styles?
Getting the balance right between leadership and management.
Learn how to motivate others.
Achieving success through a team.
Planning and measurement
Developing strategic business plans.
Forming and monitoring individual sales plans.
Setting and monitoring KPI’s with the use of leading and lagging indicators.Running effective 1:1 meetings:
- Agreeing agendas
- Managing the discussion
- Agreeing actions
Solving the sales managers time dilemma
Getting organised and setting priorities.
Planning our time effectively.
Effective use of email, calendar and to-do lists.
ReviewIdentification of key learning points from day 1 and the situations where they should be applied.
ReviewReview of key learning points from day 1.
Delivering accurate forecasts
Educating the sales force.
Addressing the common causes of forecast failure.
Effective management of the sales process from a sales managers perspective.
Understanding the value of joint visit activity.
Setting the frequency.
Defining the different types or reasons for a joint visit.
Ensuring a great customer experience during joint visits.
Role play exercise.
Understand the coaching process.
Knowing when and where to use coaching.
Coaching as a performance management tool.
Effective use of feedback.
Role play exercise.
Sales competency modelUnderstanding competencies:
- Skills and knowledge required for your top performing sales people
- How to assess your current team with the model
- Use of the model for coaching and performance improvement
Identification of key learning points from day 2 and the sales management situations where they should be applied.
Preparation for day 3.
Report back and review
Individual report back exercises from day 1 and 2.
Report back on progress made applying key learning points, agreed actions and commitments.
Developing and retaining top performers.
How to create a good sales person specification.
Interviewing, the do’s and don’ts.The first 90 days:
- Setting expectations and standards with new sales people
Understanding what motivates people.
Managing development reviews.
How to identify and manage poor performance.
Managing your manager
Agreeing the priorities.
How to provide concise and timely reports.
Being a solution provider.
Using your manager as a coach.
Running inspirational sales meetings
The components of a great agenda.
Managing time and expectations.
The golden rules of presentation.
Introducing the change curve.
Understanding the drivers for change.
Communicating the need for change effectively.
Recognising and overcoming objections to change.
Identification of key learning points from day 3 and the sales management situations where they will be applied.
Preparation for the future.
Identification of opportunities for further report back exercises in your own organisation.
Finalising your goals.
"Pru's Sales Leadership Programme is insightful, well structured and there is a story to give the real world context for every example. You come wanting to put everything into action but the course helps you to channel your enthusiasm and energy into some achievable short and medium term goals."
Who should attend?
Have you been thrown in to your first sales management role? Maybe you’re a sales manager but have never had any formal training? Or maybe you’re developing your successor or one of your team for another management position? Then our sales management and leadership development program has been designed for you.
Want to talk things through?
We understand that training is an investment – and that means you want to get it right first time. So if you have any questions or concerns, we’d love to hear from you and talk things through. Talk to us today.
Not sure the sales management & leadership development program is right for you? Check out our other open programs here.
Meet the trainers
Back in 1998, Jonathan Cooper co-founded george james ltd. with business partner Neil Burns. Now, Jonathan’s primary focus is the delivery of sales and commercially focused training, leadership development and one to one coaching and mentoring programs.
Pru has dedicated over a decade to training, coaching and mentoring individuals and teams in the science and technology sector. Currently, she runs both the open programs and in-house tailored training programs as well as offers one-to-one coaching and mentoring.
As a senior trainer, Steve runs both the open and tailored training programmes covering all aspects of sales and sales leadership. Steve also provides one-to-one coaching.
Before spending 30 years in sales, sales management and general management roles, Steve graduated with a bachelors in chemistry and spent several years working in the synthetic organic chemistry world. This blend of science and commercial experience allows Steve to provide unique insight into life science, analytical instruments, general laboratory equipment and precision industrial sales.
Steve has a particular interest in channel/distribution management and hybrid remote/face to face selling. In addition to his roles and responsibilities at george james ltd, Steve is a co-director of a wedding photography business, which has sparked a curiosity into the power of social selling.
“In my previous life as a sales leader, I discovered that facilitating my team members to grow and develop was a big passion of mine. This led me to a successful career in sales training. I firmly believe that with the right approach and support we can all achieve our potential – and even surpass our own expectations!”
Ever attended a commercial or sales training program but felt like the trainers don’t understand the nuances of your industry? Having had thriving careers in the science and technology industry, with decades in similar roles to you, as well as years of experience as successful sales coaches, you can be confident that our coaches know the ins and outs of your market.
Have a question about one of our services?
Not sold on sales training quite yet? If you want a little more information or just fancy a chat about our services, fill in the contact form or send us an email email@example.com and we’ll get right back to you.
Or sometimes it’s easier to just pick up the phone and give us a call on: +44 (0) 1494 867655
"Already put into practice some of the leading meeting’s techniques. Will be picking up phone today and trialling some new call approaches."