Course description
This programme is designed by TLSA to equip sales leaders with the skills and knowledge to meet the demands of a modern sales management role.
The programme is easily adapted to meet the needs of sales managers working in field sales or an internal sales environment.
The content covers:
- Sales Leadership.
- Sales Capability and Operations.
- The Performance Coach.
- Building Sales Performance.
Upcoming start dates
Suitability - Who should attend?
Managing the Sales Team is designed by TLSA for sales managers, sales executives and sales people in a sales management role who are:
- Responsible for the sales results, skills and behaviours of a sales team
- Operate in field or internal sales environments.
Outcome / Qualification etc.
The aim of Managing the Sales Team is to give participants the sales leadership and management skills to create, develop and maintain high performance sales teams.
Programme Outcomes
To deliver this aim the programme is focused on four outcomes in business critical areas:
1.Leadership
To develop the diagnostic skills, leadership styles and behaviours needed to engage, motivate and build high performing teams.
2. Sales Effectiveness
To define and develop the activities and behaviours that create operational excellence and drive consistent sales performance.
3. Sales Performance Coaching
To develop an approach to coaching based on personal coaching skills, coaching plans and a pro-active programme of performance coaching.
4. Team and One-to-One Meetings
To develop the skills needed to create events that stimulate, motivate and educate the team.
Training Course Content
The TLSA Managing the Sales Team programme is structured in four parts:
Part 1: Pre-work Assignment
The pre-work assignment is designed to motivate and engage participants with the programme. The assignment features two tasks:
- The Professional Sales Manager
Pre-reading on the skills, qualities and behaviours that make a successful sales manager. - 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 ‘Managing the Sales Team’ workshop.
Part 2: Managing the Sales Team Workshop
This is a two-day, interactive event in which participants explore the skills and behaviours needed for the sales director role.
The workshop focuses on:
- The role of the sales manager
- Situational leadership: analysing the sales team
- Understanding and developing personal leadership styles
- Creating leadership partnerships
- Building a sales management model that captures key behaviours and performance activity to drive performance and operational efficiency
- Sales capability assessment
- Creating and developing coaching plans
- Sales performance coaching
- Developing a field coaching programme
- Planning and implementing ‘Team’ and ‘One to One’ meetings that stimulate, motivate and educate
- Motivating the team.
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 focussed on:
- Leadership
- Sales Performance Coaching.
Part 3: Activation
In the twelve weeks following the workshop participants complete a personal project based on their individual roles.
The project features a series of tasks, which act as a catalyst to help participants:
- Develop sales leadership and management 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 4.8
Introduced so many different ways to covering leadership. I think the performance coaching will be very useful.
We sought a team to assist us in bringing local selling excellence to our organisation, and found the market saturated with theorists and idealists. Beyond the rhetoric, only TL...
Delivery Options: Fees
Managing the Sales Team 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
Managing the Sales Team Toolbox
As participants complete the workshop, TLSA provide nine sales management tools to support them in their personal roles:
1. Situational Leadership Diagnostic
A powerful model sales managers can use with each team member to analyse commitment and capability, then determine the best styles to create a positive leadership partnership.
2. Leadership Styles Analysis
A management aid that helps sales managers understand the leadership styles that are their strengths and the styles they need to develop.
3. Sales Management Model
A powerful structure sales managers can use to develop an operational model. This includes a generic example of a framework which managers can use as a template.
4. Sales Capability Assessment
An assessment sales managers can use to complete a deep analysis of the skills and behaviours of each sales person.
5. Performance Coaching Planner
Designed to help sales leaders plan coaching sessions that improve business performance and develop skills.
6. Coaching Report
A simple aid that is key to creating a continuous coaching cycle.
7. Team Meeting Planner
Designed to help sales managers plan team meetings that stimulate, motivate and educate the team and individual sales people.
8. One to One Meeting Planner
Designed to help participants plan a one to one meeting programme that will be a coaching aid for the sales manager and valued event by each direct report.
9. Managing the Sales Team Notes
A great resource to revisit the content, the notes are professionally prepared, easy to use and available in digital or printed format.
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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...
TLSA have really helped us as an organisation. We now have a robust process in place for managing and supporting our sales function. The team are more accountable, and we are mo...