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What makes a great sales leader? In many organisations, the process of finding a suitable person for this role, goes something like this; A sales person gains a reputation for being a high achiever, consistently hitting their targets and outperforms their peers. The leadership team takes notice of this, and thinks, “Let’s recreate their magic by promoting them to a sales leader”.
Logically this would seem like a sensible approach, right? Put the high performer in charge of the others. However, in our experience this is a flawed assumption, because great sales people do not automatically make great sales leaders and vice versa. Effective leadership requires a totally different set of skills and behaviours.
So whether you are an experienced, new or aspiring leader in the world of sales, this highly interactive and thought provoking 2 day course is designed to equip you with the knowledge, skills and confidence to lead and inspire a high performing sales team.
Course dates coming soon...
Please register interest below and we will keep you updated
The Sales Leader Academy has been created for sales professionals by a sales professional, it focuses on growing confidence and capabilities, as well as providing participants with a wide range of pragmatic tools that can be immediately implemented within any sales environment.
Within the workshop we cover 3 main modules of sales leadership;
Leading Self
Here we examine the attributes of a high performing sales leader, and through the use of a self awareness assessment and 360 degree feedback gathered ahead of the workshop, participants gain a realistic view of their existing leadership skills and shortcomings, this enables a personal action plan to be created that supports their ongoing development.
Leading Others
Managing others and their performance is a core responsibility of a sales leader, in module 2 we explore how this can be achieved.
Through a series of interactive exercises and discussions we share a variety of techniques for effectively leading others, such as; a collaborative structure for effective goal setting, a powerful tool for identifying the motivational needs of others, coaching and feedback frameworks and a method for confidently addressing under performance.
Leading High Performing Teams
The final module of the Sales Leader Academy focuses on how to create and sustain a culture of high performance within a team. We share credible research which identifies the common characteristics that can found within a team who performance at an optimum level consistently. Participants reflect on how their team(s) measure up against this, establishing successes and any opportunities for development.
09:00
Registration and Refreshments with light breakfast
09:30 – 09.45
Introduction to the course and peers
09.45 - 11.00
What Makes a High Performing Sales Leader?
11.00 - 11.15
Break and Networking
11.15 - 12.15
My Leadership Style
12.15 - 13.15
Lunch and Networking
13.15 -14.00
Effective Goal Setting
14.00 - 15.00
Motivating and Engaging Sales People
15.00 - 15.15
15.15 - 16.15
Coaching for High Performance
16.15 - 16.30
Reflections, summary and close
Day 2
09.30 - 09.45
Welcome back to Day 2
Coaching for High Performance: Practice Session
Influencing a Culture of Accountability
12.15 - 13.00
13.00 - 14.00
Confidently Managing Underperformance
14.00 - 14.45
14.45 - 15.00
15.00 - 16.00
16.00 - 16.30
Close, Certificates and Feedback
Tutor Information:
Claire Burnie
If anyone can create a highly stimulating and engaging learning environment, which challenges people’s thinking causing them to broaden their skills, it’s Claire. She brings a wealth of experience and energy to all of her programmes, with specialisation in:
With 15 years of practical sales experience Claire has a proven track record in delivering sustainable results for clients, with achievements including designing and leading award winning programmes that have delivered in excess of 1700% in return on investment, contributing £10 million in revenue.
Having held a number of senior operational positions Claire has the ability to influence and inspire at a range of levels within an organisation. Her last operational role was; Head of Sales through Service for UK based Telecommunications Provider. Here she was directly responsible for driving Sales through Service and coaching culture across an outsourced operational team of 2000 employees, based across 3 continents that serve a 5 million customer base.
No dates are available.
This course welcomes sales professionals who want to develop their sales leadership capabilities. Whether you are an experienced, new or aspiring sales leader this course is equally applicable to all levels of experience.
Overview
Agenda
All dates & locations
Learning outcomes
Who should attend?
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