SCOTSMAN® Coach · Business Leaders In Control
Sales people do what their managers measure.
For sales leaders and sales managers. The programme equips leaders with best-practice inspection tools to track and develop the desired sales outcomes and behaviours — and with templates for agreeing, documenting and tracking salespeople’s development and performance.
Sales leaders, managers, CROs
Classroom & Virtual
2 day classroom
4 × 2.5h virtual option
Inside the Leaders programme.
Sales Management Process vs Sales Process Management
Sales people do what their managers measure. We examine the existing sales management process and discuss the important differences between a sales management process and sales process management. Delegates document their desired process.
Deal Creators vs Deal Responders
The current sales resource’s development requirements — discussed openly. The group documents the knowledge and skills requirements for different sales roles with reference to a comprehensive sales competencies audit and training needs analysis.
Commitment Selling & Inspection Templates
Best-Practice Templates & Intervention
For each event in the sales management process, we review best-practice templates that aid management intervention — and build individual salesperson development plans.
Changing Sales Behaviour
Managing change — specifically changing sales behaviour. The different levels each team member might be at, their preferred learning styles, the scope of change required and the relevant communication and implementation.
The 70/20/10 Learning Model
About 70% of learning takes place on the job, 20% is delivered through coaching and mentoring, and only 10% comes from formal training. How leaders combine knowledge transfer and skills-up to deliver results..
Four Pillars of Sales Operational Excellence
What participants take away.
Top 5 learning outcomes
- Confirmation of what it means and how it feels to be in control of the four pillars of sales operational excellence — Business Planning Management, Customer & Market Management, People Management and Performance Management.
- Enhanced change management skills.
- Improved understanding of the role of management by fact.
- Best-practice inspection tools to track and develop the desired sales outcomes and behaviours.
- Templates for agreeing, documenting and tracking sales people development and performance.
How this programme runs.
Classroom
2 days.
Virtual
4 × 2.5 hrs Virtual Classroom.
How satisfied are you with the predictability, reliability and consistency of business results?
- Is your salesforce hit rate on sales too low?
- Is the salesforce poor a structuring bigger deals?
- Do they do enough prospecting?
- Are enough of them making targets?
- Would you like to give them bigger targets?
- Do they gain commitments at all points in the sale?
- Can they gain access after they have submitted their proposals?
If any of these questions are important to you then get in touch.
What CROs Really Worry About at 3am
The forecast they presented yesterday. The deal that slipped. The seller they can’t read. What every revenue leader thinks about when the lights are off — and how the SCOTSMAN® coaching discipline addresses each one.
“If Carlsberg did training courses, they would probably be the second best in the world.”