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1 LEADING THE SALES TEAM MASTER CLASS PROGRAMME OVERVIEW TLSA Consultancy Training elearning

2 LEADING THE SALES TEAM MASTER CLASS Learn How to Get the Best Results From Your Sales Team An interactive sales management training course to help you: Develop your sales leadership and sales management skills Improve the sales results of your team Create a team that will deliver outstanding, sustainable results Page 1

3 BECOME A SALES MANAGER WHO ACHIEVES OUTSTANDING PERFORMANCE 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. Page 2

4 Who Is Leading the Sales Team For? 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. Page 3

5 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 includes all learning materials, lunch, and refreshments. What Will You Get out of Leading the Sales Team? This sales leadership training course focuses on four key aspects of sales management: LEADERSHIP SALES PERFORMANCE COACHING Developing the leadership styles and Instigating an approach to coaching behaviours needed to engage, motivate based on personal coaching skills, and build high performing teams. coaching plans and a proactive programme of field coaching. Venues High quality hotels and conference centres in major cities, with access to motorway networks, rail and flight links. 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

6 What Does Leading the Sales Team Cover? Leading the Sales Team features the following modules: THE SALES MANAGER AS A LEADER BUSINESS PERFORMANCE PROCESSES DEVELOPING PEOPLE COMMUNICATION This module provides the - The Sales Management Model - Sales Performance Coaching - Managing Successful Meetings opportunity to review the pre-work - Webb Maps and Coaching Plans - Planning and Implementing a - Managing One-to-One Meetings assignment on The Professional Field Visit Programme Sales Manager and covers: - The Sales Manager as a Leader Leadership Diagnostics Leadership Styles Leadership Partnerships Page 5

7 LEADING THE SALES TEAM What Are the Benefits for You? BUILD & LEAD DRIVE PERFORMANCE BEST PRACTICE RESOLVE ISSUES COACH & MOTIVATE COMMUNICATE Developing the skills, The ability to create The ability to under- The capability to Building the personal Developing the behaviours and con- sales management stand the reasons for identify the reasons skills to coach and communication skills fidence to build and processes and frame- outstanding perfor- for under-performance motivate individuals to run high impact lead high performing works that will drive mance and capture and resolve the under- and the team. team and one-to-one teams. performance. these as best practice lying issues. meetings. to share across the team. Page 6

8 What Are the Benefits to Your Organisation? SKILLED MANAGERS With the skills to identify the reasons for outstanding or poor performance and the ability to implement solutions that work. SKILLED SALES PEOPLE Sales managers with the capability to attract, assess, develop and retain top performers. ACHIEVE OBJECTIVES Sales managers with the skills, behaviours and confidence to achieve objectives through the performance of their teams. CONSISTENCY Professionally-managed teams delivering consistent performance, continuously developing and producing outstanding results. COMMUNICATION Communication 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 CULTURE Sales people who feel they are valued members of the team. Page 7

9 2016 DATES February, London April, London 7-8 June, London September, London What Is the Structure of the Leading the Sales Team Programme? A blended, experiential learning approach takes you through: Pre-Course Assignment Pre-reading and a personal assessment. Workshop A 2-day workshop integrating syndicates, personal projects and simulation, developing 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. Evening Assignment A short project in preparation for day two. Post-Course Project A structured field project, which will help you implement the content in your personal role. Business Simulation TLSA s unique, story-based computer simulation brings a concrete element to your learning. This engaging learning method has a profound effect on knowledge retention over a sustained period of time, leading to a dramatic impact on performance. Number of Participants This programme is run for a maximum of 12 participants and a minimum of 4. Page 8

10 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

11 What materials will I leave with? To help you activate new skills and knowledge into your personal role, you will leave the Leading the Sales Team master class with: Leading the Sales Team Manual A comprehensive manual. Leadership Planner TLSA s unique development matrix that will help you set strategy to lead, develop and motivate your team. Field Visit Planner Make the time you spend working with your people more meaningful through professional planning, implementation and follow-up. PowerPoint Slides A complete set of Power- Point slides on a USB. An invaluable reference guide and access to course material to use in your job. The Sales Management Model This powerful business planner helps you develop a performance management 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 development needs of each member of the team, then create proactive coaching plans to improve performance, develop new skills and motivate the individual. The Coaching Cycle An easy-to-follow process that ensures sales coaching makes people better at what they do. ISMM Certificate To 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 Page 10

12 Participant Feedback Is Leading the Sales Team a Professionally Endorsed Programme? 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 leading professional body for sales and sales management. TLSA is an Institute of Sales and Marketing Management Certified Training Organisation This means our service and materials are quality assured by the UK s only professional body for sales and sales management. The comments below illustrate feedback from participants who have attended the Leading the Sales Team programme. - Covered all the topics I needed and more. Simulation was very interesting and templates excellent. - Very interactive and an open forum to discuss ideas. Really gave new perspectives, and increased confidence in right to lead. - The programme is great. It helped build my confidence and it really provided insight into the sales management process. Copyright (c) TLSA International Page 11

13 Current clients include: FINANCIAL SERVICES ABOUT THE FACILITATOR BRETT LYONS - The RBS Group - Virgin Money - Lombard Asset Management 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 organisations in a structured, focused way. Brett enjoys working with motivated leaders who aspire to develop and lead their teams to greater competitive advantage. 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. MANUFACTURING/CONSUMER/LOGISTICS - Devro - Luxottica (RayBan, Oakley) - Cash Bases - Aebi Schmidt - Agility Logistics PROFESSIONAL SERVICES - ADAS (Environment) - Goodman Masson (Recruitment) - The Economist (Publishing) Copyright (c) TLSA International Page 12

14 LEADING THE SALES TEAM 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 DAY 2: OPEN 9:00a.m. - Developing People Sales Performance Coaching Planning and Implementing a Field Visit Programme - Communication Managing Successful Meetings Managing One-to-One Meetings LUNCH : 1:00p.m.-2:00p.m. LUNCH : 1:00p.m.-2:00p.m. - 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 - Leading the Sales Team Simulation Round 2 - Post-course Brief - Personal Action Plans - Programme Evaluation - Evening Assignment (30 mins) CLOSE: 6:00p.m. CLOSE: 5:30p.m. Copyright (c) TLSA International Page 13

15 MODULE LEADING THE SALES TEAM SUMMARY OF CONTENT FORMAT Day 1 Introduction and Objectives An opening module in which: - The objectives of the programme are explained - Participants introduce themselves and identify personal objectives and expectations of the programme - Presentation - Discussion The Skills and Qualities of the Professional Sales Manager 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 - Lecture - Discussion - Syndicate Exercise A module that helps you discover the impact that attitude, commitment and capability has on individual and team performance. Using the The Sales Manager as a Leader Enthusiastic Beginner - High Achiever situational model, the task is to: Leadership Diagnostics - 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 Copyright (c) TLSA International Presentation - Team Analysis - Planning Page 14

16 MODULE SUMMARY OF CONTENT FORMAT Leadership Styles 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 pacemaker. 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 - Personal Task Leadership Partnerships 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. - Group Task Leading the Sales Team Business Simulation Round 1 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. - Team Exercise Copyright (c) TLSA International Page 15

17 MODULE SUMMARY OF CONTENT FORMAT Business Performance Processes Webb Maps and Coaching Plans 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 The Sales Management Understand the impact that a structured sales management approach has on improving business performance and the effectiveness of the Model sales manager. The content provides you with a proven process to create 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 Copyright (c) TLSA International Lecture - Debate - Syndicate Exercise Page 16

18 MODULE SUMMARY OF CONTENT FORMAT Evening Assignment 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. - Personal Task Day 2 Developing People Sales Performance Coaching 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 - Presentation - Discussion - Practical Exercises Copyright (c) TLSA International Page 17

19 MODULE SUMMARY OF CONTENT FORMAT Planning and Implementing a Field Visit Programme 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 - Lecture - Debate - Syndicate Exercises Communication Managing Successful Sales Meetings 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 Copyright (c) TLSA International Page 18

20 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 - Lecture - Debate - Syndicate Exercises Leading the Sales Team Business Simulation Round 2 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. - Team Exercise 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 Copyright (c) TLSA International Page 19

21 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. - Personal Exercise Programme Evaluation A final module in which you complete a programme evaluation. Evaluation forms are provided to collect participant feedback. - Personal Exercise 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. Copyright (c) TLSA International Page 20

22 Contact our team to book your place on this programme, or to speak to an expert. CONTACT US TLSA International Ltd Telephone: Website: Address: Kemps Place, Selborne Road, Greatham, Hampshire, GU33 6HG, United Kingdom TLSA Consultancy Training elearning Page 21

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