Course description
A programme designed by TLSA for senior sales leaders who are responsible for:
- Developing and delivering sales strategy.
- Achieving sales objectives.
- Building a sales function that is seen as a ‘go to’ business by customers and suppliers.
- Creating a business environment that attracts and retains high performing sales managers, account managers and sales people.
The programme features a psychometric assessment, workshop and a personal project. The project is the catalyst that challenges participants to activate the content in their personal roles.
Upcoming start dates
Suitability - Who should attend?
TLSA designed the Sales Director for leaders who want to develop the strategic skills needed to operate as a member of the senior executive team.
The programme is designed for:
- Sales directors
- Senior sales leaders
- Individuals moving into senior sales roles.
Outcome / Qualification etc.
The aim of The Sales Director is to equip participants with the strategic leadership skills needed to develop and implement sales strategy that aligns with the organisation’s business objectives.
Programme Outcomes
To deliver this aim the programme is focused on four outcomes:
1. Strategic Sales Planning
To develop the capability to create a strategic sales plan through which the sales director will:
- Lead with a clear sense of purpose and direction
- Deliver revenue and growth objectives.
- Engage the sales team in a shared vision.
2. Implementing Strategy
To create the objectives, goals and timelines that transform the strategic plan into business results.
3. Developing the Business Environment
To develop a business environment in which the sales team are empowered and enabled to deliver business objectives.
4. Developing a High Performance Team
To develop a leadership team equipped with the capability and resources to deliver business objectives.
Institute of Sales Professionals Certification
TLSA is an Institute of Sales Professionals (ISP) certified training organisation. This means our service and materials are quality assured by the UK’s leading professional body for sales and sales management.
Training Course Content
TLSA's Sales Director programme is structured in four parts:
Part 1: Pre-work Assignment
In the pre-work assignment, participants complete the ‘Profile Select XT™ Sales’ psychometric assessment. This is a normative assessment that is specifically designed for sales leaders. The assessment outputs are:
1. Individual Results: an in-depth analysis of covering:
- Cognitive thinking capability
- Personal behaviours matched to the sales director role
- Personal and occupational Interests.
2. Performance Matching: a process that identifies how results match with a generic ‘Performance Model’ created for the sales director role. The outputs highlight personal strengths and development areas.
Part 2: The Sales Director Workshop
This is a three day interactive event in which participants explore the skills and behaviours needed for the sales director role.
The workshop focuses on:
- The expectations of the sales director
- Strategic sales leadership
- Developing a strategic sales plan
- Creating a strategic aim and value proposition
- Empowering and enabling the team
- Creating a high performance sales leadership team
- Managing change in a strategic sales plan
- Dealing with emotion and resistance.
The workshop is an immersive event featuring a blended learning approach that includes presentation, debate, practical tasks, syndicates, and case studies.
Part 3: Activation
In the twelve weeks following the workshop participants complete a personal project based on their individual roles.
The project features a series of tasks, which act as a catalyst to help participants:
- Finalise and implement a strategic sales plan
- Test and activate the learning from the workshop in their personal roles
- Embed new practice and ideas as normal business activity.
Part 4: Return on Investment
A measurable return on investment is delivered at a coaching event following completion of the personal project. Individuals present their results to your key stakeholders and TLSA (optional). The event delivers three outputs:
- Activation: ensuring participants activate the learning in their personal roles.
- Evaluation: a clear view of how the programme impacts on business performance.
- Return on Investment: measurable results that identify personal development and the impact on the business.
Course delivery details
This programme is designed by TLSA to give sales leaders the skills to plan business performance and deliver growth objectives. Participants explore how to develop strategy and lead the sales function to:
- Set sales strategy aligned with the objectives of the organisation
- Deliver financial and growth objectives
- Lead with a clear sense of purpose and direction
- Engage the team in a shared vision
The objective is to create an environment in which participants apply new learning to issues they face in their personal roles.
As participants progress through the workshop, they:
- Develop the draft of a strategic sales plan for their business which is finalised in the personal project
- Complete practical assignments to explore how the workshop content could be applied with their own teams and examine the impact in terms of business performance and the sales environment.
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Delivery Options: Fees
The Sales Director is available for delivery:
- In-house: at your offices or chosen venue for groups of up to 12 people
- Online: in a series of webinars
- One to One: if the programme is for one person this option is available with either a face to face or online delivery.
Please contact TLSA for more information.
TLSA Toolbox
The Sales Director Toolbox
As participants complete the workshop they receive five sales leadership tools to support them in their personal roles:
1. Strategic Sales Plan
A powerful planning aid the sales director can use to create a strategy that will deliver your business objectives and engage your people.
We also include a generic example of a completed plan, which provides a useful template.
2. Team Projects
Three practical projects designed to engage the sales function in creating strategy. The projects cover:
- Defining the future
- Understanding customers and the competition
- Building team values and behaviours.
3. Market Capability Analysis
Based on the three market disciplines of Customer Intimacy, Operational Excellence and Product Leadership.
The Market Capability Analysis provides a process to:
- Analyse the capability of the sales operation to deliver each discipline
- Identify changes needed to achieve business objectives
4. Change Map
When it comes to managing change, the first task is to identify where change is needed, the second to make it happen. This aid helps the sales director to identify and plan:
- Where change is needed to deliver the sales strategy
- When and how to deal with change management issues.
5. The Sales Director Notes
A great resource to revisit the content, the notes are professionally prepared, easy to use and available in digital or printed format.
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