Course description
Sales Leadership and Management Programme - CMI Level 5
In any competitive environment, the ability of sales managers or team leaders of an organisation to manage effectively, will ultimately determine its ongoing success. To thrive and grow, sales managers need to be constantly motivating and focused on developing consistent, high-performing teams.
The Sales Leadership and Management Programme is designed to be a dynamic and interactive experience with a blend of sessions designed to focus your approach to sales team challenges.
Through a combination of leadership, performance and positive sales behaviour sessions, it will give those in attendance the tools to enhance their performance and people management skills. It also focuses on both your organisational and personal impact as a sales manager.
Upcoming start dates
Suitability - Who should attend?
Designed for those with a minimum 6-12 months sales management experience including executives, managers and business owners who are actively involved in the management of sales teams or functions.
This course is for you if you want to:
- Understand the fundamentals of leadership
- Learn the tools and diagnostics to drive sales performance
- Understand the value of feedback to motivate and drive positive sales behaviour
- Understand the importance of ethics, power and trust in a sales role
Outcome / Qualification etc.
Learning Outcomes
On completion of this programme, you will:
- Understand the fundamentals of leadership practice in organisations
- Differentiate between the roles of manager and leader
- The importance of ethics, power and trust in a sales role
- Identifying your own leadership style and its impact on others
- The rationale for managing sales performance within organisations
- Effective application of tools and diagnostics to drive sales performance
- The value of feedback to motivate and drive positive sales behaviour
- The dynamics of managing sales team performance including development and poor performance conversations
Training Course Content
Session 1
The Principles of Sales Leadership Practice
Key themes include:
- What does good sales leadership look like?
- Sales leadership styles
- Ethics and integrity in sales leadership
- Understanding your team
Session 2
Managing Sales Performance – the bigger picture
Key themes include:
- Managing performance
- Recruitment
- Managing performance (the numbers)
- Managing performance (the team)
- Motivating your team for performance
Session 3
Managing Sales Performance – in the moment
Key themes include:
- Performance, the individual
- Activator, behaviour, consequence
- Performance conversations
- Difficult and development conversations
- Key learning and action-planning
Why choose In Professional Development
Delivered training to over 10,000 organisations
92% of delegates rate our courses as 5 star
Created over 2,500 CMI registrations
Expenses
Course Price
Virtual Classroom: £1,600 +VAT
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In Professional Development
In Professional Development are a professional training provider offering a wide range of professional development courses, on an accredited or non-accredited basis. Our course portfolio ranges from 1 to 5-day courses. We work with a range of partners to ensure...