Frontline sales management: Your critical growth lever

The plans, structure and processes needed to underpin success – and the leadership capability to inspire peak performance.

Chapters

Planning is a crucial skill for sales leaders. While plans evolve with circumstances, the underlying strategy remains key.

A well-crafted plan aligns your resources with your business goals, so you can make strategic choices to match resources with opportunities.

Leaders must understand macro and account-level trends to inform these decisions. Successful execution requires clarity on roles and coaching for team success.

In this video, you will:

Understand the importance and value of having a sales plan.
Reverse engineer (outputs) revenue to inputs (activity).
Analyse market-level information to understand trends and challenges.
Build an Ideal Client Profile (ICP) based on demographic and psychographic data.

Planning tool

Speakers

Alan Morton

Managing Director of SBR Consulting

Alan leads global sales transformation programs, impacting thousands of sales professionals worldwide.

Bill Bauer

Head of Product Development

Bill is a cross-cultural sales and marketing leader with expertise in complex solutions across global markets.

Stuart Lotherington

Managing Director of SBR Consulting

With over 30 years in sales transformation, Stuart leads global projects on sales strategy.

Issy Chappel

Principal Consultant of SBR Consulting

Issy has experience in managing global sales leadership projects for over 100 businesses ranging from SMEs to global organisations.

Jérôme Freytag

Managing Consultant

Jérôme aide les entreprises à transformer leur performance commerciale et à conduire le changement. Fort de 20 ans d’expérience, il a accompagné 60 clients sur des projets de croissance, d’innovation et d’optimisation des processus et CRM.