Krauthammer

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 4220

Dates Apr 25, 2018
May 23, 2018
Jun 27, 2018
Sep 5, 2018
Oct 3, 2018
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.

Leertraject

learning journey

Face-to-face interaction

Classroom 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

  • Connecting with my objectives, myself and my peers.
  • 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.
  • ReflActing: on lessons learned.

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.
  • ReflActing on lessons learned

Day 3 - The Business manager

  • Reporting on results achieved.
  • Developing  / using your sales roadmap in order to start influencing results proactively.
  • Driving performance based on leading indicators.
  • Helping people to perform by proactive control mechanism.
  • Understanding stress factors that keep people where they are.
  • Mapping my team members to ensure the best personal attention.
  • Coaching my sales reps based on performance, strength and commit to future actions.
  • Leading sales meetings with positive impact.
  • ReflActing on lessons learned
 

Day 4 -The Business partner

  • Reporting on results achieved.
  • Knowing the different sales types and requirements.
  • Understanding our customer, their sector and challenges as a base to add real value.
  • Identifying opportunities for adding value in order to do business.
  • Understanding the key players / stake holders.
  • (co) Creating a value proposition that demonstrates real value.
  • Influencing the decision making unit (DMU) actively to close a deal.
  • ReflActing on lessons learned.

Day 5 - The Ambassador

  • Reporting on results achieved.
  • Being the ambassador in different situations.
  • Facilitating to engage.
  • Coaching in the field for future success.
  • Connecting, testing and selecting the next generation employees.
  • Building and actively using social networks.
  • Testing the key principles of the sales manager.
  • ReflActing on lessons learned.
 

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