LEADING THE SALES TEAM MASTER CLASS · 2018-04-24 · PERFORMANCE Page 2 LEADING THE SALES TEAM...

LEADING THE SALES TEAM MASTER CLASSPROGRAMME OVERVIEW

www.tlsasalestraining.com

Learn How to Get the Best Results From Your Sales Team

An interactive sales management training course to help you:

LEADING THE SALES TEAM MASTER CLASS

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• Develop your sales leadership and sales management skills

• Improve the sales results of your team

• Create a team that will deliver outstanding, sustainable results

BECOME A SALES MANAGER WHO ACHIEVES OUTSTANDING

PERFORMANCE

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LEADING THE SALES TEAM

Leading the Sales Team helps you to develop the sales leadership skills, business performance processes, and people skills to achieve outstanding performance from your team.

This is an opportunity to share your challenges with Brett Lyons, a leading authority in sales leadership.

Brett has extensive sales leadership experience, from first line manager to senior executive roles in commercial practice and consultancy with SMEs and corporates.

This sales management training course is designed for business owners, business leaders, sales directors and sales managers who are responsible for the performance of sales teams.

You may be new to sales management, want to refresh your skills, or explore how to do a better job. Leading the Sales Team shows you how.

Who Is Leading the Sales Team For?

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What Will You Get out of Leading the Sales Team?

This sales leadership training course focuses on four key aspects of sales management:

LEADERSHIP

Developing the leadership styles and

behaviours needed to engage, motivate

and build high performing teams.

SALES PERFORMANCE COACHING

Instigating an approach to coaching

based on personal coaching skills,

coaching plans and a proactive programme

of field coaching.

PERFORMANCE MANAGEMENT

Creating the management frameworks and

processes that drive performance and

provide the diagnostics to identify what is

behind outstanding, average and poor

performance.

TEAM AND ONE-TO-ONE MEETINGS

Developing the planning and delivery skills

to create events that stimulate, motivate

and educate the team.

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Duration

A two day programme supported by a pre-course assignment (60 mins), an evening assigment (30 mins), and a post-course project.

Fees£895 per person ex-vat. This in-cludes all learning materials, lunch, and refreshments.

Venues

High quality hotels and conference centres in major cities, with access to motorway networks, rail and flight links.

What Does Leading the Sales Team Cover?

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Leading the Sales Team features the following modules:

THE SALES MANAGER

AS A LEADER

BUSINESS PERFORMANCE

PROCESSES

DEVELOPING

PEOPLECOMMUNICATION

This module provides the

opportunity to review the pre-work

assignment on ‘The Professional

Sales Manager’ and covers:

- The Sales Manager as a Leader

• Leadership Diagnostics

• Leadership Styles

• Leadership Partnerships

- The Sales Management Model

- Webb Maps and Coaching Plans

- Sales Performance Coaching

- Planning and Implementing a

Field Visit Programme

- Managing Successful Meetings

- Managing One-to-One Meetings

What Are the Benefits for You?

BEST PRACTICE

BUILD & LEAD

DRIVEPERFORMANCE

RESOLVE ISSUES


Developing the skills,

behaviours and con-

fidence to build and

lead high performing

teams.

The ability to create

sales management

processes and frame-

works that will drive

performance.

The ability to under-

stand the reasons for

outstanding perfor-

mance and capture

these as best practice

to share across the

team.

The capability to

identify the reasons

for under-performance

and resolve the under-

lying issues.

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COACH & MOTIVATE

Building the personal

skills to coach and

motivate individuals

and the team.

COMMUNICATE

Developing the

communication skills

to run high impact

team and one-to-one

meetings.

What Are the Benefits to Your Organisation?

SKILLED SALES PEOPLESales managers with the capability to attract, assess, develop and retain top performers.

SKILLED MANAGERSWith the skills to identify the reasons for outstanding or poor performance and the ability to implement solutions that work.

ACHIEVE OBJECTIVESSales managers with the skills, behaviours and confidence to achieve objectives through the performance of their teams.

CONSISTENCYProfessionally-managed teams delivering consistent performance, continuously developing and producing outstanding results.

COMMUNICATIONCommunication that ensures everyone understands what is happening in the business, what is expected of the team and the importance of their personal contribution.

A POSITIVE CULTURESales people who feel they are valued members of the team.

What Is the Structure of the Leading the Sales Team Programme?

Pre-Course AssignmentPre-reading and a personal assessment.

A blended, experiential learning approach takes you through:

This engaging learning method has a profound effect on knowledge retention over a sustained period of time, leading to a dramatic impact on performance.

WorkshopA 2-day workshop integrating syndicates, personal projects and simulation, develop-ing outputs that are easily integrated into day-to-day activity.

Working in small teams, you process information, deal with multiple challenges and make management decisions through consensus in two fast-paced simulation challenges lasting approximately one hour each. This is followed by a group debrief.

Post-Course ProjectA structured field project, which will help you implement the content in your personal role.

Number of ParticipantsThis programme is run for a maximum of

12 participants and a minimum of 4.

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Business SimulationTLSA’s unique, story-based computer simulation brings a concrete element to your learning.

Evening AssignmentA short project in preparation for day two.

7 - 8 June, London13 - 14 September, London

2016 DATES

Why TLSA?

1. Best practice, skills and techniques – which you can easily use in your role.

2. Sales leadership expertise – a rare opportunity to work with Brett Lyons, a top sales leadership expert.

3. Highest standards – ISMM and ILM endorsed courses to help you develop your team.

4. Proven track record – learning based on a deep understanding of multiple business sectors.

5. Results-driven training – interactive and story-based learning to help you become a better leader.

6. Tool kit – easy-to-use concepts that will help you understand your business and make you more effective.

7. Motivational experience – enjoy 2 days working with, and learning from, peers in other industries and an engaging,

approachable facilitator.

8. Post-course project – a structured approach to activating the learning and evaluating your performance.

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What materials will I leave with?

Leading the Sales Team Manual

A comprehensive manual.

PowerPoint SlidesA complete set of Power-Point slides on a USB. An invaluable reference guide and access to course material to use in your job.

To help you activate new skills and knowledge into your personal role, you will leave the

Leading the Sales Team master class with:

Leadership Planner

TLSA’s unique develop-ment matrix that will help you set strategy to lead, develop and motivate your team.

The Sales ManagementModel

This powerful business planner helps you develop a performance manage-ment aid that captures best practice, activities and processes in your business and converts them into a powerful sales management process.

Webb Maps and Coaching Plans

Assess the skills and develop-ment needs of each member of the team, then create pro-active coaching plans to im-prove performance, develop new skills and motivate the individual.

The Coaching CycleAn easy-to-follow process that ensures sales coaching makes people better at what they do.

Field Visit Planner

Make the time you spend working with your people more meaningful through professional planning, implementation and follow-up.

ISMM CertificateTo confirm you have successfully completed the programme.

TAKE AWAYS

Leave this programme with the skills, processes and tools to easily apply to your role:

• Personal management style assessment

• Management process plan

• GROW coaching planner

• A personal action plan

• Sales meeting planner

• One-to-one meeting planner

Copyright (c) TLSA International 1998 - 2016 Page 10

Participant Feedback

The comments below illustrate feed-

back from participants who have at-

tended the Leading the Sales Team

programme.

“Covered all the topics I needed and

more. Simulation was very interest-

ing and templates excellent.”“Very interactive and an open forum

to discuss ideas. Really gave new

perspectives, and increased confi-

dence in right to lead.”

“The programme is great. It helped

build my confidence and it really pro-

vided insight into the sales manage-

ment process.”

-

-Leading the Sales Team is an Institute of Sales and Marketing Management endorsed course, which means that the content is verified by the UK’s only professional body for sales and sales management. This course is also endorsed by the Institute of Leadership and Management.

TLSA is a certified training organisation by the Institute of Sales and Marketing Management and the Institute of Leadership and

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-

Is Leading the Sales Team a professionally endorsed course?

This means we fulfil the highest standards set by each professional body.

Copyright (c) TLSA International 1998 - 2016

Brett Lyons is an international leadership

consultant who works with blue chip clients

and SMEs to achieve their strategic goals.

Brett’s career spans 35 years in sales and

leadership. His real-world expertise in

leadership, sales management and sales

enables him to prepare and guide top teams

to deliver long-term success for their organ-

isations in a structured, focused way. Brett

enjoys working with motivated leaders who

aspire to develop and lead their teams to

greater competitive advantage.

ABOUT THE FACILITATORBRETT LYONS

Brett works globally to bring real-world results

to organisations in any industry sector. He has

particular expertise in the banking,

recruitment, capital goods and IT industry.

He is pragmatic, engaging and supportive of

teams tasked with the challenge of bringing a

shared vision to life.

Recognised as one of the UK’s leading

authorities in sales leadership, Brett will help

you develop the skills to become a sales leader

who inspires others to follow and be their best.

FINANCIAL SERVICES

- The RBS Group- Virgin Money- Lombard Asset Management

- Devro- Luxottica (RayBan, Oakley) - Cash Bases- Aebi Schmidt- Agility Logistics

- ADAS (Environment)- Goodman Masson (Recruitment)- The Economist (Publishing)

Current clients include:

MANUFACTURING/CONSUMER/LOGISTICS

PROFESSIONAL SERVICES

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DAY 1: OPEN 10:00a.m.

- Introduction and Objectives


• The Professional Sales Manager Pre-Work Review

• Leadership Diagnostics

• Leadership Styles

• Leadership Partnerships


• Leadership Strategy

- Leading the Sales Team Simulation – Round 1

- Business Performance Processes

• Webb Maps and Coaching Plans

• The Sales Management Model

- Evening Assignment (30 mins)

- Developing People

• Sales Performance Coaching

• Planning and Implementing a Field Visit Programme

- Communication

• Managing Successful Meetings

• Managing One-to-One Meetings

- Leading the Sales Team Simulation – Round 2

- Post-course Brief

- Personal Action Plans

- Programme Evaluation

DAY 2: OPEN 9:00a.m.

LUNCH : 1:00p.m.-2:00p.m. LUNCH : 1:00p.m.-2:00p.m.

CLOSE: 6:00p.m. CLOSE: 5:30p.m.

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SUMMARY OF CONTENT FORMAT

Introduction and

Objectives

The Skills and

Qualities of the

Professional Sales

Manager

An opening module in which:

- The objectives of the programme are explained - Participants introduce themselves and identify personal objectives and expectations of the programme

In this module you will have the opportunity to review your pre-work with other participants. The aim is to identify areas of personal development based on a model that integrates the skills and qualities that the world’s leading sales organisations demand in a sales manager: - Leader - Sales Person - Coach - Business Person - People Person - Regulator

A module that helps you discover the impact that attitude, commit-ment and capability has on individual and team performance. Using the Enthusiastic Beginner - High Achiever situational model, the task is to: - Create a diagnostic analysis of your team based on capability and commitment - Identify the leadership styles you should use to lead and motivate each individual in your team

- Presentation

- Discussion

- Lecture

- Discussion

- Syndicate Exercise

- Presentation

- Team Analysis

- Planning

The Sales Manager as

a Leader

Leadership Diagnostics

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MODULE

Day 1

MODULE SUMMARY OF CONTENT FORMAT

Leadership Partnerships

A module in which you will learn about the seven styles of leadership and the behaviours, benefits and challenges that each style presents. The styles are directive, visionary, people, coach, mutual, mentor and pace-maker. Once the styles are understood, the module covers how to:

- Identify which styles will be most effective with individual team members - Complete a self-analysis, identifying strengths and priority development areas that will have an impact on team performance

Working in teams of three or four, you complete the first round of the ‘Leading the Sales Team’ simulation. This is a story-based computer simulation which provides you with the opportunity to embed new skills and test the learning from day one. The simulation challenges you to make decisions based on a series of scenarios that reflect the programme content. Once completed, the simulation provides you with feedback and a scorecard which measures behaviours and performance.

To complete this session, you will have the opportunity to review your performance, scorecard and feedback with the facilitator and group.

- Personal Task

- Group Task

- Team ExerciseLeading the Sales Team

Business Simulation

Round 1

Leadership Styles

Using the leadership diagnostic of your team, the next step is to plan the leadership strategy and styles you will use to generate the best performance from each individual and the team.



The Sales Management

Model

Learn how to use TLSA’s unique webb map assessment tool to analyse capability and develop a personal coaching plan for each member of your team. This: - Includes a visual assessment of each individual based on six competencies - Identifies coaching priorities through which business performance can be improved - Defines coaching objectives and action plans that will improve business performance and develop, stimulate and motivate individuals. These are usually developed in 3 month cycles

- Lecture

- Personal Exercise

- Lecture

- Debate

- Syndicate Exercise

Business Performance

Processes

Webb Maps and

Coaching Plans

Understand the impact that a structured sales management approach has on improving business performance and the effectiveness of the sales manager. The content provides you with a proven process to cre-ate a sales management blueprint to apply in your own business which provides: - A structure to meet and exceed targets that covers contact strategy, performance standards, meeting planning, sales execution and follow-up, and more - Key performance indicators that reveal the reasons for good and bad performance relevant to each role - A diagnostic through which personal and team performance can be analysed. This is a key step in taking performance management into an analysis of behaviours, providing a much more rounded view than just performance versus target



Evening Assignment

Day 2Developing People

Sales Performance

Coaching

The final task of the day is to complete a short evening assignment based on the content covered to this point. You are provided with a brief and the assignment takes no longer than 30 minutes.

This is an intensive module based around formal and informal coaching. The module challenges you to coach for the business, ensuring that field coaching: - Is focused on the areas that will have a real impact on business performance - Activates the coaching plans created through the webb maps

Integrated into the module are: - The impact of proactive coaching on individual and team performance - The coaching cycle, delivering performance coaching in a focused and structured way - Common feedback models and their application, for example, ‘PRO & GROW’ - Six personal coaching skills - Managing emotion, resistance and conflict

- Personal Task

- Presentation

- Discussion

- Practical Exercises

Copyright (c) TLSA International 1998 - 2016 Page 17


Planning and

Implementing a

Field Visit Programme

Communication

Managing Successful

Sales Meetings

Learn how to plan and implement a field visit programme structured to benefit you and your team. This module covers:

- The strategic use of field visits

- How to plan a field visit programme

- Utilising different types of field visit, scheduled, action and random

- The role of the sales manager when completing a field visit

- Writing a field visit report

A module in which you explore the use of sales meetings as a team event structured to stimulate, motivate and educate the team, specifically:

- The strategic use of sales meetings

- Creating a motivational agenda

- Developing action points that will improve sales performance

- Integrating training and coaching into sales meetings

- The link between sales meetings and field coaching

- Individual delivery style and meeting management

- Lecture

- Debate

- Syndicate Exercises


- Lecture

- Debate




Managing One-to-One

Meetings

In this module, you discover: - The role of one-to-one meetings as a key leadership action to develop performance and motivate individuals - Creating an agenda that works for the both parties – addressing business and personal issues - What should be prepared by both parties - The link between one-to-one meetings and field coaching

- Managing the one-to-one meeting

You complete the second round of the ‘Leading the Sales Team’

simulation. This is a continuation from day 1 and again provides the

opportunity for you to embed new skills and test your learning from day

2.

- Lecture

- Debate


- Team ExerciseLeading the Sales Team

Business Simulation

Round 2

Personal Project Brief On completion of the programme you will be briefed on a personal project

designed to help you implement the content with your team. The brief

covers:

- Guidance and advice on how to implement the project - How to review the content with your line manager - Suggested timings for implementation

- Presentation


Personal Action Plans Throughout the programme, you update your personal action plan to to integrate the programme content into your personal role.

A final module in which you complete a programme evaluation. Evaluation forms are provided to collect participant feedback.

- Personal Exercise

- Personal ExerciseProgramme Evaluation


National Occupational

Standards

This programme covers elements of Units 5.1, 5.2, 5.5, 7.1, 7.2, 7.5, 7.6 and 9.2 of the National Occupational Standards.

CONTACT US

TLSA International Ltd

Telephone: 0345 600 1556

Email: [email protected]

Website: www.tlsasalestraining.com/sales-management-training-course

Address: Kemps Place, Selborne Road, Greatham, Hampshire, GU33 6HG, United Kingdom

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Contact our team to book your place on this programme, or to speak to an expert.

LEADING THE SALES TEAM MASTER CLASS · 2018-04-24 · PERFORMANCE Page 2 LEADING THE SALES TEAM...

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