Sales Leadership - SBR Consulting

The Challenge: Many sales leaders excelled as salespeople but often lack the tools and knowledge to translate their success into leading and developing others. Since effective first-line leadership is vital for sustained success, this gap can hinder performance. While coaching is a critical driver of success, it’s frequently the weakest skill among sales managers.

The Solution: We empower sales leaders to build an inspirational sales culture by focusing on people, process, and planning. This includes fostering a growth mindset, aligning team goals with strategy, creating effective sales plans, setting clear expectations, and strengthening team culture through tailored coaching and performance management.

The benefits

Based on our experience of working with thousands of sales leaders since 1868 we will build a programme that will help your leaders to inspire their teams. We will provide tools, best practices and insight on how to:

Develop a resilient growth mindset in themselves and others.
Define priorities and goals that align to their strategic objectives.
Build an effective sales plan and process.
Set clear expectations and establish effective cadence and rhythm of management activities to forecast and track progress towards their goals.
Analyse and benchmark the capability of their team beyond the over simplistic measure of revenue using competencies, leading indicators and ratios.

Build the strengths of their team through performance coaching.
Adapt their style to the situation, context and performance of their team vs a “one size fits all” approach.
Constructively confront and challenge unproductive behaviours and attitudes.
Build a productive team culture and dynamic.

Sample programme

Module 1

Building a plan

Market definition / segmentation (Where should we focus?)
Market attack planning (What are the key themes and how are we positioned / differentiated?)
Defining the customer process / buying process.
Sales org design and revenue modelling (How many people do we need?)
Account tiering and target setting and allocation.
Territory planning and allocation.

Module 2

Managing individuals: Performance coaching

Structured / unstructured & individual / group coaching.
The 2-6-2 model.
Situational leadership and ECCE (Tuckman, aligning situational leadership to coach & the competency framework; the skill-will matrix; the LAW).
Succession planning & career development conversations.
Coaching conversations (Praise & redirect; deal reviews; pipeline reviews).
Performance appraisals & effective PIPs.
Shadowing.
Motivating people (Motivational theories; compensation & incentives).

Module 3