Agenda
Attending the Advanced Sales Leadership Programme will give you a broad-based, critical understanding of sales leadership and associated fields.
Our integrated approach to learning is vital to any effective sales leader and manager and it should help you to improve your overall performance post-attendance.
*The agenda is for a guide only and is subject to change
** The delivery of this programme via the virtual classroom may differ to ensure the optimum learning experience within this environment. However, the learning outcomes will remain the same.
The virtual course would be 4 x 90 minute sessions per day, with break outs and tasks leading to the next session.
Please prepare for your virtual classroom course by reading our virtual classroom information guide.
The aim of this session is to support knowledge and understanding and develop the skills necessary to provide leadership and management to the members of the salesforce.
You need to be aware of culture and diversity and be sensitive to the individual and corporate needs of the salesforce whilst focusing on the achievement of sales objective. Following this session, the learner will:
- Understand leadership in sales and how this contributes to the direction of the organisation
- Effectively communicate to implement successful strategies
- Develop awareness of their own leadership and management skills and style
- Enhance own leadership profile to inspire and lead through effective communication
- Develop awareness of the management of different personality types to create high performing and collaborative teams.
- Establish consistency and efficacy in decision making
- Develop and enhance current ways of working to manage high performing sales teams and people that produce results (inc. pipeline, opportunity management)
- Lead teams through effective coaching to identify growth/development and for performance management
- Identify and create strategies for employee engagement, retention and high-performance working
- Create collaboration and transformational change for more matured account management
The aim of this session is to support knowledge, understanding and skills to develop sales and marketing strategies and plans in an organisation.
Following this session, the learner will:
- Understand sales and marketing strategy
- Understand strategic sales and marketing planning and the need for cohesion between both functions
- Understand the implementation of a sales and marketing strategy and subsequent plans
- Development of Value Propositions that reinforce competitive advantage
- Review individual sales and marketing strategies identifying areas of strength and development
Developing and Using Customer Insight
This session aims to provide the knowledge and skills needed to manage customer insight to assist the achievement of sales objectives.
For the purpose of this Unit customer insight is defined as ‘A deep ‘truth’ about the customer based on their behaviour, experiences, beliefs, needs or desires, that is relevant to the task – in this case, sales.’
Following this session, the learner will:
- Understand how customer insight can contribute to sales results
- Be able to access and analyse information to provide customer insight
- Prioritising customer insight data to lead effectively rather than being ‘led by data’
- Be able to use customer insight to support sales-related activities
Sales Forecasting & Budgeting
This session aims to provide the knowledge and understanding needed to prepare sales forecasts and budgets. It requires knowledge of forecasting techniques and methods for preparing a budget.
Following this session, the learner will:
- Understand the impact of sales forecasting on organisational planning
- Identify the factors that may affect sales trends
- Understand qualitative and quantitative techniques for forecasting sales
- Understand the importance of monitoring actual sales against forecast sales
- Understand budgeting methods
Salesforce Organisation
The aim of this session is to support knowledge and understanding and develop the skills necessary to be able to manage salesforce organisation. Managers must decide on the most appropriate use of resources and the most efficient work methods to achieve sales targets.
Following this session, the learner, will:
- Understand how to organise the salesforce to optimise sales strategy
- Understand internal and external factors affecting the organisation of the salesforce – connectivity with other departments that have customer contact
- Identify the best approach to manage a remote salesforce
- Be able to use sales planning and sales trends in order to inform salesforce resourcing
- Be able to review salesforce structure
Leading Sales-Related Change
This session aims to provide the knowledge needed to lead sales-related change. This involves the need to communicate reasons for and benefits of change to gain commitment for the change programme.
Following this session, the learner will:
- Understand the forces for sales-related change in an organisation
- Understand the likely impact of sales-related change
- Understand how to secure support for sales-related change including ‘managing up’ when presenting change at C Suite level
- Understand how to manage and communicate a sales-related change
- Understand how to build resilience in sales teams, and how to help individuals maintain a positive and high performing mindset
- Ensure own behaviours demonstrate and reinforce the sales-related change
Developing Your Plan
At the end of the course delegates will use the tools, techniques and resources to:
- Analyse their business and market to create strategies and plans that they can implement within their business (immediate, mid and long term)
- Identify personal leadership development needs and how these will be supported
- Create a high-level action plan to share with their course peers and create a coaching cohort
Tutor
Martin Wright -
Martin Wright has developed, delivered and evaluated learning and development programmes for category-leading organisations in 25 countries spread over five continents. His broad sector experience includes telecoms, oil and gas, financial services, technology, government, retail, construction and academia.
He is a veteran of both in-house and consultancy roles, and is skilled in training strategy, programme management and team leadership. Topics include behaviour-based selling, negotiation skills, IT rollouts, management and leadership development. Martin has expertise in organisational development, change management, employee engagement, graduate recruitment, vocational skills development, work-based learning, e-learning and talent management.
Martin’s approach can be described as both hands-on and practical – using a combination of evidence-based methods and applicability-focused insights to ensure a positive change in performance. He is an advocate of developing managers as coaches, having helped many learn to lead by example to achieve personal, team and organisational success.
Martin holds a Master of Science degree in Information Management from Lancaster University (UK) and a post-graduate certificate in management from Melbourne University (Australia). Martin is a dual UK-New Zealand national and resides in Málaga, Spain.
Benefits of learning with in>pd
Extensive use of case studies will give you the chance to develop valuable skills and understanding that will provide you with a strategic appreciation of the many facets of sales leadership. Our experts encourage discussion and interaction during the course, so that you can learn to form, express and defend your own opinions.
The Programme has been carefully designed to provide you with a relevant set of skills, knowledge and understanding that will enable you to perform successfully, and this Certificate has the potential to provide you with the tools to enhance your performance and all-round outputs.
- An in-depth understanding of how business operates
- The skills to communicate effectively in a business environment
- An appreciation of marketing in both service and industrial contexts
- The ability to comprehend and use financial data
- Experience of the cutting edge thinking of experts in their field
- A powerful network of fellow participants to call upon in your new career
- The confidence to seek an executive or managerial role in any business.
Sales leadership roles require a very specific set of skills and talents. With this is mind, the Advanced Sales Leadership Programme has been designed to help you enhance your leadership and decision-making abilities by being relevant to the modern work environment. We combine Academic rigour with workplace application, so you will get lots of opportunities to understand how to manage, and make strategic and planning decisions, in the world in which you operate.
The aim of the Advanced Sales Leadership Programme is to provide the delegate with relevant, contemporary content to equip you for the current landscape and realities. Learning is brought to life through meaningful and active methods, which embraces the latest thinking. It will enable you to enhance yours or your organisation’s performance, increase engagement and allow you to keep up to date with the latest trends in sales, in a constantly evolving environment.
Accreditation
Who Should Attend?
INPD's Advanced Sales Leadership Programme is designed specifically for those responsible for leading growth and development of organisations, those working in client facing roles, account management, contract management, strategic relationships and business development. Those who typically attend include; Directors and Leaders across sales, marketing and other senior and related positions and those aspiring to these roles. It is ideal for those who are looking for ways to perform even better in their roles. It has been designed for delegates from across the public, private and not for profit sectors who are involved in leading teams and making complex, strategic decisions.
The CMI Level 7 Certificate in Strategic Leadership and Management
This qualification is designed for managers who have the authority and personal inspiration to translate organisational strategy into effective operational performance. The qualification requires managers to build on their strategic management and leadership skills, and to focus on the requirements of implementing the organisation’s strategy. You will be required to take the theory, thought leadership and research discussed on the programme, and implement it in your professional life by focusing on your own leadership development, and positively challenging organisational strategy.
Assessment
The CMI Level 7 Certificate in Strategic Management and Leadership is designed for Directors and Senior Managers who have the authority and personal inspiration to translate organisational strategy into effective performance. This qualification requires senior and aspiring senior leaders to build on their skills in strategic management and leadership and to focus on the requirements of inter-organisational strategy.
Delegates will be required to complete 2 assignments that require taught theory to be applied to the strategic organisational context. The first is focused on professional development as a senior leader, the second requires the analysis and application or organisational strategy:
- Personal development as a strategic manager
- Reviewing organisational strategy plans and performance
