LEADING THE SALES TEAM MASTER CLASS
PROGRAMME OVERVIEW
Learn How to Get the Best Results From
Your Sales Team
An interactive sales management training
course to help you:
LEADING THE SALES TEAM
MASTER CLASS
• Develop your sales leadership and sales
management skills
• Improve the sales results of your team
• Create a team that will deliver outstanding,
sustainable results
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.
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 y
ou
how
.
What Will You Get out of Leading the Sales Team?
This sales leadership training course focuses on four key aspects of sales management:
LEADERSHIP
Developing the leadership styles and behaviours needed to engage, motivate and build high performing teams.
SALES PERFORMANCE COACHING Instigating an approach to coaching based on personal coaching skills,
coaching plans and a proactive programme of field coaching.
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.
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 in-cludes all learning materials, lunch, and refreshments.
Venues
High quality hotels and conference centres in major cities, with access to motorway networks, rail and flight links.
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
opportunity to review the pre-work assignment on ‘The Professional Sales Manager’ and covers:
- The Sales Manager as a Leader • Leadership Diagnostics • Leadership Styles • Leadership Partnerships
- The Sales Management Model - Webb Maps and Coaching Plans
- Sales Performance Coaching - Planning and Implementing a Field Visit Programme
- Managing Successful Meetings - Managing One-to-One Meetings
What Are the Benefits for You?
BEST
PRACTICE
BUILD
& LEAD
DRIVE
PERFORMANCE
RESOLVE
ISSUES
LEADING THE SALES TEAM
Developing the skills, behaviours and con-fidence to build and lead high performing teams.
The ability to create sales management processes and frame-works that will drive performance.
The ability to under-stand the reasons for outstanding perfor-mance and capture these as best practice to share across the team.
The capability to identify the reasons for under-performance and resolve the under-lying issues.
COACH
& MOTIVATE
Building the personal skills to coach and motivate individuals and the team.
COMMUNICATE
Developing the communication skills to run high impact team and one-to-one meetings.
What Are the Benefits to Your Organisation?
SKILLED SALES PEOPLE
Sales managers with the capability to attract, assess, develop and retain top performers.
SKILLED MANAGERS
With the skills to identify the reasons for outstanding or poor performance and the ability to implement solutions that work.
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.
What Is the Structure of the
Leading the Sales Team Programme?
Pre-Course Assignment
Pre-reading and a personal assessment.
A blended, experiential learning approach takes you through:
This engaging learning method has a profound effect on knowledge retention over a sustained period of time, leading to a dramatic impact on performance.
Workshop
A 2-day workshop integrating syndicates, personal projects and simulation, develop-ing 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.
Post-Course Project
A structured field project, which will help you implement the content in your personal role.
Number of Participants
This programme is run for a maximum of 12 participants and a minimum of 4.
Business Simulation
TLSA’s unique, story-based computer
simulation brings a concrete element to your learning.
Evening Assignment
A short project in preparation for day two. 15 - 16 February, London
12 - 13 April, London 7 - 8 June, London 13 - 14 September, London
2016 DATES
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.
What materials will I leave with?
Leading the Sales Team Manual
A comprehensive manual.
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.
To help you activate new skills and knowledge into your personal role, you will leave the
Leading the Sales Team master class with:
Leadership Planner
TLSA’s unique develop-ment matrix that will help you set strategy to lead, develop and motivate your team.
The Sales Management Model
This powerful business planner helps you develop a performance manage-ment 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 develop-ment needs of each member of the team, then create pro-active coaching plans to im-prove 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.
Field Visit Planner
Make the time you spend working with your people more meaningful through professional planning, implementation and follow-up.
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
Participant Feedback
The comments below illustratefeed-back from participants who have at-tended the Leading the Sales Team
programme.
“
Covered all the topics I needed and more. Simulation was veryinterest-ing and templates excellent.
”
“
Very interactive and an open forum to discuss ideas. Really gave new perspectives, and increasedconfi-dence in right to lead.
”
“
The programme is great. It helped build my confidence and it really pro-vided insight into the salesmanage-ment process.
”
-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
Page 11
-Is Leading the Sales Team a
Professionally Endorsed Programme?
This means our service and materials are quality assured by the UK’s
only professional body for sales and sales 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 organ-isations in a structured, focused way. Brett enjoys working with motivated leaders who aspire to develop and lead their teams to greater competitive advantage.
ABOUT THE FACILITATOR
BRETT LYONS
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.
FINANCIAL SERVICES - The RBS Group
- Virgin Money
- Lombard Asset Management
- Devro
- Luxottica (RayBan, Oakley) - Cash Bases
- Aebi Schmidt - Agility Logistics
- ADAS (Environment)
- Goodman Masson (Recruitment) - The Economist (Publishing)
Current clients include:
MANUFACTURING/CONSUMER/LOGISTICS
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
- 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 - Evening Assignment (30 mins)
- Developing People
• Sales Performance Coaching
• Planning and Implementing a Field Visit Programme - Communication
• Managing Successful Meetings • Managing One-to-One Meetings
- Leading the Sales Team Simulation – Round 2 - Post-course Brief
- Personal Action Plans - Programme Evaluation
DAY 2: OPEN 9:00a.m.
LUNCH : 1:00p.m.-2:00p.m.
LUNCH : 1:00p.m.-2:00p.m.
CLOSE: 6:00p.m.
CLOSE: 5:30p.m.
Page 13
SUMMARY OF CONTENT
FORMAT
Introduction and
Objectives
The Skills and
Qualities of the
Professional Sales
Manager
An opening module in which:
- The objectives of the programme are explained
- Participants introduce themselves and identify personal objectives and expectations of the programme
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
A module that helps you discover the impact that attitude, commit-ment and capability has on individual and team performance. Using the Enthusiastic Beginner - High Achiever situational model, the task is to: - 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
- Presentation - Discussion - Lecture - Discussion - Syndicate Exercise - Presentation - Team Analysis - Planning
The Sales Manager as
a Leader
Leadership Diagnostics
LEADING THE SALES TEAM
MODULE
Page 15
MODULE
SUMMARY OF CONTENT
FORMAT
Leadership Partnerships
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 pace-maker. 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
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.
- Personal Task
- Group Task
- Team Exercise
Leading the Sales Team
Business Simulation
Round 1
Leadership Styles
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
MODULE
SUMMARY OF CONTENT
FORMAT
The Sales Management
Model
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 - Lecture - Debate - Syndicate Exercise
Business Performance
Processes
Webb Maps and
Coaching Plans
Understand the impact that a structured sales management approach has on improving business performance and the effectiveness of the sales manager. The content provides you with a proven process to cre-ate 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
MODULE
SUMMARY OF CONTENT
FORMAT
Evening Assignment
Day 2
Developing People
Sales Performance
Coaching
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.
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
-
Personal Task-
Presentation - Discussion- Practical Exercises
MODULE
SUMMARY OF CONTENT
FORMAT
Planning and
Implementing a
Field Visit Programme
Communication
Managing Successful
Sales Meetings
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
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-
Lecture - Debate - Syndicate ExercisesPage 19
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
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.
-
Lecture - Debate- Syndicate Exercises
- Team Exercise
Leading the Sales Team
Business Simulation
Round 2
Personal Project Brief
On completion of the programme you will be briefed on a personal projectdesigned 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
MODULE
SUMMARY OF CONTENT
FORMAT
Personal Action Plans
Throughout the programme, you update your personal action plan to tointegrate the programme content into your personal role.
A final module in which you complete a programme evaluation. Evaluation forms are provided to collect participant feedback.
- Personal Exercise
- Personal Exercise
Programme Evaluation
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.