EXECUTIVE CENTRAL. Leader Sales Management

Transcription

1 EXECUTIVE CENTRAL Leader Sales Management TM

2 EXECUTIVE CENTRAL Over the years that we have been working with organisations from a wide range of industries and sectors, we have come to realise that they face a common challenge in the areas of leadership, sales and strategy. And that is, how to unlock the potential of an organisation to maximise growth, profit and return to stakeholders. And nowhere is the pressure to deliver on all three of these fronts more evident than in the role of a Sales Manager. There is an old saying that goes Nothing happens until someone sells something! No doubt, this has always been true in every commercial organisation that ever existed, but in our challenging economic environment today, it takes on an even greater significance. We are indeed in challenging times. So how are you taking on the challenge? How is your organisation s sales force? And most importantly, are your sales managers prepared and able to turn challenges into opportunities that can catapult your business to a completely new level? CONTENTS Introduction 4 Overview 6 Structure and Process 8 Program Content 10 Investment 13 2 EXECUTIVE CENTRAL LEADERTM SALES MANAGEMENT EXCELLENCE LEADERTM SALES MANAGEMENT EXCELLENCE EXECUTIVE CENTRAL 3

3 INTRODUCTION LEADER TM SALES MANAGEMENT excellence LEADER Sales Management Excellence LEADER recognises that successful sales managers are a critically important ingredient to a successful organisation. In order to achieve this success, sales managers must lead more than just the sales people and teams they are responsible for. They must also be the champions of an effective professional selling process, and influence all other departments within to organisation to contribute effectively and positively to that process ie. lead the sales culture! Leading Sales Culture Leading Sales People Leading Sales Process LEADER Sales Management Excellence To achieve success in all three dimensions of sales management, the LEADER Sales Management Excellence Program recognises that sales manager must: L E A D E R ead on a 360 basis by achieving superior results with and through others; ducate others on a 360 basis about the fundamentals of professional selling and how everyone in the organisation plays a role in it;; pply, and ensure the fundamentals of professional selling are applied at all times and hold people accountable for their application; rive organisational alignment around a positive and effective sales culture; valuate sales performance by effectively measuring sales activity and behaviour; and ecognise and reward the activities and behaviours that will optimise sales performance. 4 EXECUTIVE CENTRAL LEADER TM SALES MANAGEMENT EXCELLENCE LEADER TM SALES MANAGEMENT EXCELLENCE EXECUTIVE CENTRAL 5

4 overview LEADER TM SALES MANAGEMENT excellence Multi-Organisation or Internal Programs Who Should Attend Content To ensure an even greater depth of learning experience, we have developed the concept of Multi-Organisation group programs, which bring together sales managers from different industries and organisations to participate in the Sales Management Excellence process. This environment exposes program participants to a broader ranges of views and experiences, an understanding of selling issues and opportunities in organisations other than their own, and a pool of sales managers from other industries and organisations whith whom to build networks. Alternatively, should there be a larger number of sales managers in your organisation, we are able to tailor the LEADER Sales Management Excellence program to focus on the specific development needs of your sales managers and apply it to the unique work environment of your organisation and its market. In summary, the LEADER Sales Management Excellence program can be described as follows: Sales managers of all levels of experience. The LEADER Sales Management Excellence program is designed in such a way that every participant, no matter their experience level, will be stretched and challenged to unlock their full potential. In our experience, every participant has something valuable from which others can learn. Number of Participants A minimum of eight (8) and a maximum of twenty (20) participants per group to ensure an optimum balance between individual focus and group interation and learning. Learning Approach The Sales Management Excellence program has been designed around cutting-edge, adult learning principles. Participants will experience a wide range of group, sub-group and individual learning and coaching activities which are supplemented by prereading and work-based assignments and specific on the job action plans. A summary of the core course modules is provided over the page, however, based on the individual needs analysis conducted with each participant prior to the commencement of the group workshops, specific content and areas of emphasis are tailored to suit individual needs as much as possible. Format 6 core modules have been developed to address key areas of sales management competency and which are structured flexibly to ensure appropriate emphasis on areas of greatest participant need. Program duration is 6 months, group workshop sessions are conducted bi-monthly to ensure follow up actions have time to be implemented in the field. Individual analysis of needs is completed for each participant in preparation for the commencement of the program input from line manager and/or relevant peers encouraged. Following analysis of needs, participants develop an initial statement of key development objectives for the program which is circulated to their line manager and the coach. This represents the development needs to be addressed and a commitment from both participant and coach to be accountable for the achievement of these objectives. Full-day, highly interactive group sessions are carried out to ensure maximum leverage of time and participant attention span, and minimum disruption to normal business operations. Telephone support is provided between sessions by the coach. Optional Individual or Pair Coaching sessions between group sessions are provided for even more specifically tailored support for participants and maximum focus on implementation in the field. This can be structured in a variety of ways to suit budget, time availability, and intensity of need. Specific on the job follow-up actions and peer support sessions participants are encouraged to meet in pairs or sub-groups to provide support for each other s action plans. A final report is developed by each participant and presented to the line manager and coach. The report evaluates self perceived participant success and economic benefits. 12 months telephone support from the coach on any matter relating to the program as part of our unique Executive Central Service Warranty. Each core module incorporates pre-reading and work-based assignment modules which must be completed prior to attending group workshop sessions, and which are reviewed openly in these sessions. 6 EXECUTIVE CENTRAL LEADER TM SALES MANAGEMENT EXCELLENCE LEADER TM SALES MANAGEMENT EXCELLENCE EXECUTIVE CENTRAL 7

5 Structure and Process LEADER TM SALES MANAGEMENT excellence Benefits of LEADER Sales Management Excellence process A far greater proportion of new learning will actually be put into practice in the workplace in a sustained way due to the extended nature of the program and its emphasis on practical implementation. Only content that is relevant to the organisation s/ participant s environment will be included in the program due to the in-depth needs analysis process. Participants will not be taken out of the workplace for lengthy periods of training due to the shorter group workshop, individual/pair meetings, and peer support structure of the program, which ensures that the everyday work environment is the real classroom. Participants will have the opportunity to learn from the experiences and challenges faced by participants from different industries and organisations. Participants can build their networks through the relationships developed with participants from different organisations, with ongoing peer support sessions encouraged and supported by Executive Central even when the program is completed. Participants will develop a common leadership language, that will enable them to better communicate with and support each other on any issues relating to leadership. Participants will have the ability to call their coach for support for a period of 12 months from the completion of the formal program to ensure that learning is sustained and practically applied in the workplace for the long term. Participants will have the opportunity to continue their learning and networking by attending any of the regular information forums held by Executive Central once they have completed the program. Participants will experience first hand many simple, but effective, techniques which can immediately be applied in the workplace. As participants put into practice the strategies they developed during this program, their impact can be immediately observed and measured. Needs Analysis Individual needs analysis interview with participant, with input from line manager and peers Statement of Key Development Objectives overview developed by each participant Reviewed and agreed with line manager Group Workshop Sessions Three full-day master class workshop sessions 9am-5pm followed by networking function Pre-reading and work-based assignments Agreed action plans developed to embed learning in the workplace Coaching (Optional) Each participant will be paired and receive two coaching sessions between each master class group workshop with an experienced Executive Central Coach to facilitate learning and implementation of agreed actions (Gold Program) More intensive support is offered in individual coaching (Platinum Program) Evaluation Final report generated by participant and circulated to coach and line manager Closure 3-way meeting held between participant, coach and line manager Economic benefits assessed Ongoing telephone support from coach for a period of 12 months LEADER TM SALES MANAGEMENT EXCELLENCE EXECUTIVE CENTRAL 9

6 Program Content LEADER TM SALES MANAGEMENT EXCELLENCE Lead Educate Apply Drive Evaluate Reward Channel Leadership vs Management - The most common sales leadership traps The Transition to Sales Leader from Sales Professional The Emotional Intelligence of Leadership - Understanding Self - Understanding Others - Flexing for Superior Results Setting Priorities for Self and Others - Time and Priority Management - Territory and Account Planning - Strategic Channel Account Planning Professional Selling Fundamentals - Validate, radiate & then challenge the status quo - Identify best practice. Interview top performers. Focus on key processes like territory management, customer/ account selection, the account penetration lifecycle, and day-to-day fundamentals like sales visits and follow-up. - Validate best practice. Here, the key is to concentrate on a small number of high-pay off activities that can be translated into replicable, sustainable processes - Radiate best practices and any new processes across entire field sales force - ADAPTOR Professional Sales System - Adding new or filling the gaps - Golden Rules of Professional Selling Preparation and Planning for Sales with the channel - Approach Phase - Developing ANGLEs - Removing the Hope factor from Pipelines Executing Sales Engagements - Discovery Phase - Presentation Phase - Sales Negotiation Phase Develop the process. - The most effective development must go far beyond teaching general sales capabilities via sales training - It must focus on systematically teaching your reps companyspecific best practices, if they exist, or implement effective new processes - Every rep should know best practice process and master in advance the essential skills necessary for success. Delegating Sales Activities - Situational Leadership Strategies - Delegation Options - Motivational Delegation Coach the Process - Sales Coaching Skills - Understanding Coaching, Counseling and Mentoring - Coaching/Change Management Methods - The Adult Learning Cycle - Goal Setting, Reflection, Planning, Action, Review Being Accountable & Holding Others Accountable Leading the Sales Team or the partner sales team - Superior Sales Team Performance - How to design, recruit, manage & lead your team to sales success - Managing your channel partners as a hybrid team - Team Prioritisation, Monitoring and Review - Challenging the sales team to confirm what they know Drive Alignment of the Organisation with the Sales Engagement Process - Power, Influencing and Networking Skills - Building Internal Allies - Leveraging Internal Capabilities - Eliminating Internal Obstacles/ Distractions Drive Sales Organisation Performance - Discovering ongoing sales organisation needs - Discovering ongoing channel partner sales organisation needs - Balancing personal involvement and team development opportunities - Capturing and communicating best practice behaviour and skills Recruiting for attitude, developing for results - Best practice recruitment techniques Measuring Sales People - Audit processes that evaluate structure & potential of the team - Beyond motivation Measuring Sales Performance - What are we measuring? - Does this drive the behaviour and priorities we want? - How are we measuring it? - Is this accurate/fair? - Can we enhance our approach? So What? - What happens with our measured data? What actions does this drive? - Who does the measurement help and why? - Organisation Vs Sales team - What s in it for the sales organisation? Sales Compensation Plans (Internal & Channel partner) - Driving Effective Sales Activity and Behaviour - Rewarding results based activity, not just activity - Are we rewarding the right things? Non-Financial Sales Incentives - Ongoing Development - Recognition and Profile Team-based Sales Incentives Recognising and Rewarding Key Contributors - Further developing internal allies - Rewarding the behaviour and information we need 10 EXECUTIVE CENTRAL LEADER TM SALES MANAGEMENT EXCELLENCE

7 LEADER TM SALES MANAGEMENT EXCELLENCE investment* Program Components Silver Program includes: Individual Needs Analysis Facilitated development of a Statement of Key Development Objectives 3 full-day master-class workshops followed by networking function 12 month telephone support following completion of program All course material, pre-reading and work-based assignments, and supporting tools Price: $2,500 + GST per participant Gold Program includes: all silver components plus 2 pair coaching sessions following each group workshop Price: $5,000 + GST per participant Platinum Program includes: All gold components plus Intensive individual coaching sessions Price: $8,000 + GST per participant Multi-organisational programs are available from time to time with the format following that outlined above. The following professional fees apply; Silver Program - $3,500+GST per participant Gold Program - $7,500+GST per participant Platinum Program - $10,500+GST per participant * Prices quoted are for standard program format with a minimum of eight (8) and maximum of twenty (20) participants per program - Programs can be tailored to suit specific client needs, group sizes and budgets 12 EXECUTIVE CENTRAL LEADER TM SALES MANAGEMENT EXCELLENCE LEADER TM SALES MANAGEMENT EXCELLENCE EXECUTIVE CENTRAL 13

8 EXECUTIVE CENTRAL Executive Central Executive Central is an Australian and international community of executives dedicated to unlocking the full potential of its members, their organisations and the communities they serve. Our senior consultant members are senior executives with extensive experience at the most senior levels of organisational life in a wide variety of industries and sectors. They are dedicated to offering coaching support and innovative consulting services in four key practice areas: Leadership - Proven best-practice leadership and behavioural development. Sales - Development of sales, marketing and relationship building skills and organisational sales cultures. Strategy - Insightful analysis, development, implementation and monitoring of high-level business strategies. Women - Targeted and innovative development and support aimed at meeting the specific needs of women operating in executive environments. Our executive members are committed to mutually supporting each other's succes and that of their organisations and communities by engaging in ongoing personal development, quality relationships, fun and fellowship. To find out more about Leader TM Sales Management and Executive Central Membership and how they can benefit your organisation, contact: Executive Central BRISBANE SYDNEY MELBOURNE ADELAIDE CANBERRA PERTH ASIA PACIFIC T: Executive Central Group Pty Ltd ABN