Summary
Great sales managers are able to successfully motivate and lead their teams to achieve the best sales performance possible.
In Sales Leadership, sales managers learn and practice four critical sales leadership abilities that will bring about positive changes in their team’s performance and results. These positive changes in performance and results are the bottom-line, tangible benefits of effective sales leadership. Sales Leadership begins with the Sales Leadership Profile, a comprehensive assessment of 40 key sales leadership behaviors and skills. Sales managers will learn critical leadership skills, including:
Definition of Sales Leadership
- Understanding the differences between sales management and sales leadership
- Identifying sales leadership qualities
- Developing a definition of sales leadership
- Defining sales leadership model: four critical leadership abilities
Creating a Sales Vision
- Developing an effective sales vision
- Translating a sales vision into goals
- Developing strategies to achieve sales goals
- Identifying tactics to implement strategies
- Communicating the sales vision
Decision Making as a Leadership Tool
- Importance of decision making as a leadership tool
- Understanding the ROI decision process
- Using the Vision/Risk Leadership Indicator
- Using decision making as a sales leadership tool
Influencing the Sales Team
- Using leadership style to influence the sales team
- Identifying four unique leadership styles
- Using motivation to influence the sales team
- Understanding six factors that motivate salespeople
- Reading a salesperson’s internal motivations
Improving Personal Abilities
- Understanding the impact of personal abilities on sales leadership
- Creating a long-range development plan
Length: Two hours