Sales Leadership Habits
Many businesses are successful partly because their products / services add real value but equally due to the passion and conviction of the founders and leaders.
It is essential that the business provides a track to run on for the sales division. The objective of this programme is to share some of the basic models that must be in place within the sales function to create a scalable and duplicable structure and provide consistency.
The outcome is that Sales Leaders will have:
• Tools to be applied immediately for clear sales roles
• Duplicable systems to help Sales Directors / Managers build individuals
• A track to run on for each sales person
• Removed much of the “grey” around sales management
• Knowledge on how to bring your sales meeting to life
• Understanding on how to effectively shadow / train your people
• Clarity on when and how to change your management style
• Confidence in holding effective one-on-one meetings
• Ability to confront under-performance in a constructive way
• Knowledge of how to recognise and praise effectively
• Developed CSF Activity to show increased activity in key areas
The Outsourced Sales Manager
Many companies have a small sales team whereby they report into a Director who is not necessarily a Sales Director. This situation can cause a lot of challenges as they are therefore very often left to their own devices except for the weekly of monthly statistics based meeting.
Although there are always a few exceptions to the rule, most salespeople need a strong sales leader to keep them on track. A new starter needs someone who truly understands the sales process and the correct activities to track in order to give them early success. The more experienced salesperson may not need a sales leader who is too heavy handed, but definitely appreciates a strong supportive style that allows both latitude to achieve great things whilst keeping the boundaries of accountability to their goals.
Some companies choose to provide a coach or a mentor for their senior sales people however there is an alternative solution. Outsource your sales leadership to someone that can help the individuals in all three key areas:
1. Sales Skills
2. Sales Motivation
3. Self Management
Value of the Outsourced Sales Manager
• Save costs of hiring a Sales Manager
• Focus on the correct activity and skills
• Ensure that the sales force is being managed correctly
• Measure the results tangibly based on sales performance
• Clarity on the strengths as well as areas to develop
Our Outsourced Sales Leaders Programme has 3 parts:
Understand and Recommend
• 3 diagnostic tools that we can use depending on the type of sale that is made.
• DiSC Profiling to make sure we work with individuals in the appropriate way.
Design Sales Programme
• Choose the most applicable sales modules to teach
• Create the Online CSF tool to track the right activities
• Develop High Performance Sales Habits workbook
Embed best practice
• Leadership Adjustment Wheel – to identify key growth areas
• Onsite modular sales training – to up-skill the sales team
• Sales Shadowing – to check the correct behaviours are being addressed
• 1-2-1 sales coaching – to support each individual
• Face-to-face
• Phone
• Email
• Online CSF Tool – to track the ratios between the main activities
• 21 day sales habit tool – personal sales planner for individual
• Monthly report to Director – to ensure communication at each level
Printable version - The Outsourced Sales Manager
