Training Programs

Leading an Effective Sales Force

Business Challenge

Companies today rely increasingly on their sales organisations as engines of growth and productivity. The sales management role has never been more difficult: markets are more complex, products more sophisticated, and results more in demand. Spread thin and running fast, sales managers today work harder than ever before. at the same time, they are being asked to lead and manage sales team more strategically.

Key Content
Leading and effective sales force is composed of three modules:
  • Refining your leadership approach, featuring:
    • Research on five leadership styles and their linkage to financial results
    • A leadership styles assessment and tactics guide, to help participants understand their "default" style and identify ways to increase their use of other styles
  • Focusing upstream, featuring:
    • The Whitewater Rafting Challenge: A high-energy, competitive sales management simulation
    • The Sales Capability Scorecard: A tool that helps managers plan more effectively and lead salespeople, customer, internal partners, and territories more proactively
  • Building a high-performance climate, featuring:
    • Paper golf: A game that demonstrates the power of negative and positive climates
    • A comprehensive, logical system for improving a sales team's motivation and performance: strategies and tactics to improve personal climate, sales team climate, and customer climate
    • Tools for enhancing climate, including the Optimist/Pessimist Matrix, templates for developmental conversations with salespeople, and methods for defining a valuable buying experience for customers

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We can help

  • Is the loss of control over key accounts impacting your revenues?
  • Are you looking at developing strategic account management capability of your sales force?
  • Do customers see value and view your relationship as strategic?
  • Can your account managers evolve from operating at transactional to higher levels?
  • Are you looking to build capabilities of your account managers to operate in a global sales environment?
  • Are you looking at developing your account managers as trusted advisors with key accounts?
  • Are you operating in the SMB segment and want to develop you account managers?

Talk to us

Hand phone: +91 99721 75616