Sales Leadership

DO MANAGERS SPEND THEIR TIME ON BUSINESS PERFORMANCE AND SALES COACHING?

'The role of a leader is to make heroes, not be one.' Steve Knapp

Principle #3 looks at measures you can taketo make your sales team succeed:

Sales opportunities - Identify & Prioritse to improve success rates.
Customer facing time -  Maximised & internal barriers are proactively removed.
Coaching & joint visits - Are desired as it supports sales skill development.
Coach the Coach - This improves the consistency & quality of sales coaching.
Diarised Performance meetings - Tailored to the individual, not ticking boxes.
Sales Behaviours - The Sales expectations drive the business results.
Sales priorities - Are shared across the business for inclusiveness & collaboration.
Customer Experience - Looking for ways to measure & improve it

How Will This Help
WILO

What does it stand for?

Week In The Life Of

What is it & what does it do?

How to run effective Weekly Sales Perfomance Meetings

MILO

What does it stand for?

Month In The Life Of

What is it & what does it do?

How to run effective Monthly Sales Perfomance Meetings

SALES LEADERSHIP COACHING

What is it & what does it do?

How to plan, conduct and review effective Sales Coaching.

Standard

Overview of activities that Sales Managers in world class sales organisations do. Gain awareness of the things that a Sales Manager should be focusing on like leadership coaching & managing Sales behaviours.

Toolkit Content

1 x 1 Page Summary for WILO, MILO & Coaching

Premium

With this Toolkit you will:

Get access to best practices. Make an impact on your company's sales culture.Assess your organisation's current status measured against world-class sales organisations.

Toolkit Content

All WILO, MILO & Coaching materials.

WILO Premium

Break down annual targets into weekly activities.
Measure your progress vs world-class organisations with the 'What Is Good' checklist.

Toolkit Content

1 x Excellence Module & 1 x What is Good Checklist (incl. self assessment)

MILO Premium

Break down annual targets into monthly activities.

Toolkit Content

1 x Excellence Module & 1 x What is Good Checklist (incl. self assessment)

Coaching Premium

Toolkit Content

1 x What Is Good Checklist

Business Strategy

Leadership has a genuine commitment to develop Sales Excellence.

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Growth Management

Meaningful targets are set & the business performance is made visible.

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Sales Execution

Sales Standards are clear & consistency in Sales Execution is achieved.

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Pipeline Management

Sales Pipeline & Lead Management processes are in place and effective.

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