Course description
A programme designed to equip sales leaders with with the skills needed to influence customers, colleagues and direct reports to support sales strategy, business ideas and sales propositions.
TLSA designed Influencing Skills to shows participants how they can influence others to:
- Gain commitment
- Permanently change views
- Impact positively on sales performance.
Using a blended learning approach the content covers the skills and behaviours needed to influence in a business environment.
Upcoming start dates
Suitability - Who should attend?
TLSA designed Influencing Skills for:
- Sales leaders, managers and executives who need to influence others in their business roles
- Business owners and sales leaders who need to coach colleagues on influencing skills.
Outcome / Qualification etc.
The aim of the programme is to give people the skills they need to gain the commitment of colleagues, peers and customers in business interactions.
Programme Outcomes
To deliver this aim the programme is focused on four objectives in business critical areas
1. Influencing Behaviours
To develop the behaviours needed to influence using a directive, challenging or supportive approach.
2. Influencing Skills
To understand how to use a range of influencing skills to achieve positive outcomes in different situations.
3. Influencing Assets
To identify personal assets and understand how to use them to influence other people.
4. Active Influencing
To develop the skills to manage an effective influencing conversation and achieve positive outcomes.
Training Course Content
Influencing Skills for Sales Managers is designed in four parts:
Part 1: Pre-work Assignment
The pre-work assignment engages participants in the programme. The assignment features two parts:
- Influencing versus Persuasion
Pre-reading on the differences between ‘Influencing’ and ‘Persuasion’ and the results these two approaches achieve.
- Personal Analysis
Based on the pre-reading, participants complete a personal analysis of strengths and development areas.
Participants have the opportunity to review and use the outputs of the pre-work at the ‘Influencing Skills’ workshop.
Part 2: Influencing Skills for Sales Managers Workshop
The workshop is a one-day event that features a blended learning approach, featuring presentation, debate, case study and practical projects.
The workshop features
- Influence versus Persuasion
- Influencing Behaviours
- Influencing Skills
- Influencing Assets
- Managing Emotion and Resistance
- Active Influencing: a five stage approach designed to achieve positive outcomes from influencing:
- Developing trust and rapport.
- Understanding the position.
- Proposing a solution.
- Structuring agreement.
- Developing commitment
Case Studies
The case studies are a key part of the workshop. Created in the preparation stage, the case studies feature content based on your business.
The objective is to create an experience in which participants apply new learning to issues they face in their personal roles. Working in groups, participants are challenged to plan and implement two role plays which are used to support the ‘Active Influencing’ module of the programme.
Part 3: Activation
In the eight weeks following the workshop participants complete a personal project based on their individual roles. The project is structured and features a series of tasks, which act as a catalyst to help participants:
- Develop influencing skills
- Test and activate the learning from the workshop in their personal roles
- Embed new practice and ideas as normal business activity.
Part 4: Return on Investment
A measurable return on investment is delivered at a coaching event following completion of the personal project. Individuals present their results to your key stakeholders and TLSA (optional). The event delivers three outputs:
- Activation: ensuring participants activate the learning in their personal roles.
- Evaluation: a clear view of how the programme impacts on business performance.
- Return on Investment: measurable results that identify personal development and the impact on the business.
Reviews
Average rating 4.5
The content was direct and relevant. The entire time I could always contextualise things and imagine applying the lessons learned
Delivery Options: Fees
Influencing Skills is available for delivery:
- In-house: at your offices or chosen venue for groups of up to 12 people
- Online: in a series of webinars
- One to One: if the programme is for one person this option is available with either a face to face or online delivery.
Please contact TLSA for more information.
TLSA Toolbox
Influencing Skills for Sales Managers Toolbox
As participants complete the workshop they receive four influencing tools to support them in their personal roles:
1. Influencing Planner
A powerful aid that helps participants identify the right influencing behaviours, skills, and approach to use in interactions with colleagues and customers.
2. Influencing Skills Analysis
A self-analysis that participants use to complete an analysis of their personal influencing skills that:
- Identifies the skills that are strengths and those that are a priority for development
- Equips participants with the insights to choose the skills that will be most effective for different influencing conversations.
3. Influencing Skills for Sales Managers Notes
A great resource to revisit the content, the notes are professionally prepared, easy to use and available in digital or printed format.
4. TLSA Completion Certificate
Each participant receives a ‘TLSA Completion Certificate’ as evidence they have completed the programme.
If an external certification from a professional body is included with the programme, the certificate will be provided by the professional body.
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The Leadership and Sales Academy Ltd
At TLSA we partner with clients to develop sales management and sales teams that deliver outstanding sales performance. Our services include consultancy, psychometric profiling, capability assessments, bespoke training solutions and our ‘Ready to Go’ programmes. ‘Ready To Go’ is a...
The programme really helped me to see things in a different perspective, to learn to be understood before been understood