Effective Sales leadership and management for Peak Sales Performance
Description
Successful organisations recognise that business success relies not only on how sales managers oversee departmental functions but also on how they lead others to tackle challenges and drive superior organisational performance. Highly effective sales managers and leaders foster a focused, disciplined, and committed team, nurturing their people to excel in sales performance. By balancing leadership and management, they sustain team performance, even in a rapidly changing competitive environment.
This workshop is designed to help new and mid-level sales managers develop essential leadership competencies beyond traditional management, enhancing team growth and achieving stronger sales results.
This course is HRD Corp (HRDC / HRDF) claimable.
Additional information
| Mode | Online, Physical, 2-days |
|---|---|
| Nov | – |
| In-House | ✓ |
Course Details
Learning Outcomes
- Understand the sales management and leadership knowledge to drive salesforce towards achieving sales productivity
- Develop the sales management and leadership competencies and skills set inspire, motivate, coach and accelerate their salespeople’s performance
- Analyse and explore business opportunities, and synergize with teams to develop relevant sales strategies in alignment with organizational capabilities for business sustainability
This workshop is practical, interactive and lively. It walks participants through highly interactive workplace business scenarios, in which they can internalize the learning and practice their knowledge, strategies, skills/techniques for takeaway to jobs. Learning activities include:
- Interactive discussions and presentations,
- Skills-building exercises,
- Simulation/workplace case studies
- Role-playing exercises
Course Outline
Syllabus
- Understand the difference between sales leadership and sales management
- Learn the characteristics and competencies of an effective sales manager
- Apply strategic planning to build a sales plan that guides and aligns sales teams with the
- Plan for sales hiring, sales onboarding, talent development and retention
- Determine SMART Goals and Key Performance Indicators to set a clear direction for individual and team performance
- Re-think, adapt and optimize the sales process to enhance sales team productivity and sales opportunities
- Understand the sales pipeline metric, activities and strategies to maintain a healthy sales pipeline
- Understand the types of stakeholders the sales team is collaborating with, and plan for effective execution of sales strategies and action plans
- Practice active listening and questioning techniques to create positive conversations and engagements with the sales teams during sales meetings
- Apply the Grow Model for One-on-One coaching to inspire and motivate individuals and sales teams to be accountable in achieving sales results
- Sharpen feedback skills when conducting One-on-One coaching, sales, and performance appraisal meeting
- Apply effective leadership styles to lead salespeople to overcome sales challenges and stay relevant in their current business context
