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Sales Management 3.0

Optimize the performance of the sales team

  • 5 months
  • 5 days
  • Dutch, French

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 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 long-term focus is that you and your team build a pie in the sky and 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?

For who?

Managers of sales organizations and sales teams, Marketing managers and Business Development managers.

After completing the training

  • 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.

Program

1
  • 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 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.
2
  • Reporting on results achieved.
  • Being prepared and able to manage the reactions to change.
  • Using 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.
3
  • 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.
4
  • 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.
5
  • Reporting on results achieved.
  • Activating The Challenger Salesperson.
  • 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.

Learning Tools

  • The most important point to profit from the learning journey: apply your learnings!
  • Action plans are defined already in the training room to allow the participant to evaluate his progress against his own standards in daily life
  • In a one-to-one meeting, the participant and their manager discuss and define the goals to be reached with this training
  • Only if the participant knows what the manager and the employer is expecting from him, they can work towards the expected results
  • Lively, interactive training days are the backbone of the learning journey.
  • Positive confrontation and feedback stimulate to change the behavior.
  • Interaction within the group allows to learn from peers in a safe yet challenging environment
  • Smart and easily accessible reminders of key lessons learned.
  • Customisation possible.
  • Online survey which gives participants a clear view on the impact of their own behaviors.
  • Gets stakeholders around the participant involved in the learning journey.
  • Creates favorable conditions to give and receive feedback.

Related Blogs

Sales Management Training & the Importance of Leadership Style Agility

What happens when a high-level sports team is doing badly? When their losses outnumber their wins? When they face relegation?  Do all the players get fired?  Of course not. Instead, the person responsible for the team’s success pays the price – usually with his job. That’s right. It’s the manager who takes the fall. You might be thinking, “That doesn’t seem fair. If the team isn’t performing, it’s the players who should face consequences!”  It’s true that a few new star players never hurt a team’s performance. But who’s in charge of hiring?  If it seems cutthroat, it’s because it is. But leadership has always been serious business.  So as a manager, how do you make sure your team gets results? And what’s the key to being not only a successful manager but a great leader?  JFK once said, “Leadership and learning are indispensable to each other.” If that’s not a great case for sales management training, then we don’t know what is!

Sales Team Management: A Guide to Bringing Out the Best in Your Sales Team

Do you find that certain parts of your role as a sales manager come more naturally than others?  Maybe your analytic mind loves nothing more than nerding out over KPIs. Maybe, as someone who is hyper-organized, you take to sales planning like a duck to water.  As a sales manager, your role is multi-faceted and much more complicated than it used to be. Back in the day, sales managers used to manage the sales force. But now the job also requires planning, strategy, analyzing, and reporting. Today, however, we’re going back to basics and focusing on sales team management.

How Sales Management Planning Can Make or Break Your Success

In the fast-paced world of sales management, it’s sometimes easy to get wrapped up in the ‘doing’ instead of the ‘planning’. 

Inspiring locations

Location
Paris
NOVOTEL GARE DE LYON
2, rue Hector Malot
75012 Paris
France

Training days
Dec 15, 2022
Jan 19, 2023
Feb 14, 2023
Mar 16, 2023
Apr 6, 2023

Language
French

Price
EUR 5165 (excl. VAT)
Location
Paris
Mercure Gare de Lyon
2, place Louis Armand
75012 PARIS
France

Training days
May 11, 2023
Jun 1, 2023
Jun 27, 2023
Sep 14, 2023
Oct 12, 2023

Language
French

Price
EUR 5489 (excl. VAT)
Location
Baarn
Kasteel De Hooge Vuursche (Koetshuis)
Hilversumsestraatweg 14
3744 KC Baarn
Netherlands

Training days
Nov 2, 2023
Nov 30, 2023
Dec 21, 2023
Jan 11, 2024
Feb 8, 2024

Language
Dutch

Price
EUR 4840 (excl. VAT)