Sales Leader
Empower your leaders to lead with the right skills and training.
- Hone your technique with modules on essential areas like questioning, positioning and pitching
- Undertake learning at your own pace, to suit your own schedule
- Complete quizzes and worksheets to cement your learnings and put your skills into practice
- Engage with other professionals in the forum to troubleshoot, learn and connect.
80% of business leaders lack confidence in their sales managers to effectively lead their team.
Yet less that one in five organisations offer a formal sales leader development program.
Program Inclusions:
Sales Team Coaching
Onboarding New Sales Team Members
Onboarding and inducting new team members so they become a productive member of the team as quickly as possible can have a significant impact on performance. In this module we help sales managers design and execute an onboarding plan that includes specific goals and outcomes that reflect best practice and the optimal mix between customer, product, process and team.
Pipeline Management & Reviews
Conducting regular, effective pipeline reviews with your team is one of the best ways to ensure they always have high-quality opportunities in their pipeline, ready to progress through the sales process to optimise win rates and performance.
Identifying The Development Needs Of Your Team
Here, we explore what works and does not work when identifying the development needs of your team. We examine the five best-practices of identifying strength and development opportunities including observation, role plays, pipeline and sales performance data, formal capability analysis and internal benchmarking.
Maximising the Selling Time Of Your Team
Most B2B sales teams average just 35% selling time. In this module we cover identifying how much time your team are spending on selling, the most common time traps and the best-practices top performers adopt to achieve 50-60% selling time.
Conducting Win-Loss Analysis
One of the most valuable things you can learn as a sales leader and sales professional is why you win and why you lose. Win-Loss analysis is all about how to best determine the answer to these two critical questions and helping every member of your sales team understand and identify what they can do to optimise their sales win rates and performance.
The Drivers Of Sales Effectiveness
In this module we breakdown and explore the four critical drivers of sales effectiveness; skillset, toolkit, mindset and sales leadership. We look at what a sales leader can do to assess, identify and prioritise opportunities to enhance these at the individual, team and organisation level.
Measuring & Managing Performance
A critical skill of a successful sales leaders is the ability to measure the performance of their team members and use this to inform their management, coaching and development priorities. We explore the concepts of lead, in-process and lag indicators in terms of sales performance and the most common challenges and mistakes that organisations make in how to manage their sales teams.
Managing Sales as a Process
Whist featuring elements of both art and science, high-performing sales professionals treat sales as a process and recognise that all sales opportunities progress through a similar set of stages. Here, we examine the best-practices that, if adopted within the sales process, will lead to improved stage to stage conversion rates and improved performance.
Running Great Sales Team Meetings
The majority of sales professionals report the team meetings run by their sales leader provide little impact on their performance. In this module, we explore 10 proven best practices that will ensure every agenda item will not only add value, but will be specifically tailored to either engage, enable, energise or align the team to enhance performance, focus and collaboration.
Aligning Sales & Marketing
When sales and marketing are not aligned, it results in wasted resources and frustration. In this module we look at a set of proven best-practices that can better align sales and marketing including developing a shared set of goals, defining a sales-ready lead and developing lead scoring system and ideal prospect profile.
See EnableIQ in action, request a demo today.
Empower your people to perform at their best by arming them with core sales competencies and skills, available anywhere, anytime. EnableIQ is the smart way to increase your sales IQ.
