Sales Management 3.0

Optimize the performance of the sales team

Insights

You have arrived at a point in your career where you have determined that leading a sales team requires a special balance. A balance between managing your team to achieve the short-term results and investing in changes that are necessary to be appealing for the customer in the future and to achieve good results. You have concluded that a short-term focus can easily lead to fleeting and short-term sales results and your team runs the risk of lacking behind. You also know that the risk of a long-term focus is that you and your team build a pie in the sky and ultimately you never get the 'treasure chest'.
How could the combination of the best of both terms look like for you? In addition, just like us, you know that the biggest challenge for a sales manager is to develop a team that is happy to achieve the desired qualitative and quantitative results. How do you develop sales representatives in such a way that you stimulate their entrepreneurship and at the same time they contribute in a structured way to the ambitions of the team?

Who's it for

Managers of sales organizations and sales teams, Marketing managers and Business Development managers who are looking for best practices and new tools and concepts for efficient and effective future-proof Sales Management. This may involve experienced managers who conclude that they are ready for new Sales Management insights or for starting managers who want to immediately make a good start with their new role.

Benefits

  • For you personally: clear and sharply defined ambitions for your sales team with an appealing approach for realizing these ambitions. Initiating and managing change in such a way that your most important team members, internal and external stakeholders are enthusiastically involved and contribute to the desired results.
  • For your organization: steadily growing business results, driven by an energetic sales organization that proactively anticipates challenges that can stagnate sales and turn them into successes.

EUR 4325

Dates Apr 16, 2019
May 21, 2019
Jun 25, 2019
Sep 3, 2019
Oct 1, 2019
Language Dutch
Region Baarn
Contact Hoofddorp office, Netherlands

(+31) (0)23 5584 400

info.netherlands@krauthammer.com

* This total investment (excl. VAT) includes all material and catering.

Learning journey

Sales Management 3.0

Face-to-face interaction

Class room training

Class room training

Essential time to practice and learn through role and real plays

Virtual interaction

361

361° online self & peer evaluation

361° behavioural snapshot

Positive mirror

Positive Mirror

Sharing positive feedback

Autonomous learning

DISC

DISC - TTI Success Insights

Behaviour assessment through simple colour language

Memo card app

Memo Card App

Helpful memory triggers always at hand

On the job practice

On-the-job practice

Our learning journeys stimulate maximum on-the-job practice with frequent opportunities to report back and share successes.

Programme

Day 1 - The Entrepreneur

  • Gaining style flexibility.
  • Understanding the key roles of a sales manager.
  • Capturing strategy, culture and structure to ensure motivation and action.
  • Making the right choices for growth.
  • Setting the objectives for growth.
  • Engaging people to contribute.
  • Communicate the changes ahead to get full support and contribution.
  • Getting a “YES” from those who can decide and support.

Day 2 - The Transformer

  • Reporting on results achieved.
  • Being prepared and able to manage the reactions to change.
  • Using the drivers and obstacles for change proactively.
  • Mastering the fundamentals of communication with impact.
  • Engaging people based on strength.
  • Balancing leadership styles to create clarity, involvement and engagement.

Day 3 - The Business manager

  • Reporting on results achieved.
  • Developing  the sales roadmap.
  • Helping people to perform by proactive control mechanism.
  • Understanding stress factors.
  • Mapping my team members to ensure the best personal attention.
  • Coaching my sales team members
  • Leading sales meetings with impact.

Day 4 - The Business partner

  • Reporting on results achieved.
  • Knowing your client and their business.
  • Identifying opportunities where we can add value.
  • Understanding the key players in the buying process .
  • Co-create a value proposition that demonstrates real value.
  • Finding allies in a negotiation situation.

Day 5 - The Ambassador

  • Reporting on results achieved.
  • Activating The Challenger Sales Person.
  • Be the inspiring field coach to develop the other one
  • Connecting, testing and selecting the next generation employees.
  • Building and actively using social networks.
  • Testing the key principles of the sales manager.
 

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