Empowering organizations to be more productive

Enabling executives to achieve professional fulfilment

Sales Management Academy


Sales Academy


Transition to Sales Management

Team Leader vs. Team Player
Peer vs. Managing Former Peers
Objectives and Planning
Types of Plans
Develop a Short-Range Organizational Plan
Territorial Planning
Standards of Performance for the Sales Team
Effective Methods for applying the Performance Standards to new hires as well as existing sales personnel
Goal-setting System
Communication Styles
Use the L4L Hippocratic Personality Theory
Analyze your Strengths and Weaknesses
Analyze each salesperson's strengths and weaknesses
The Principles behind Reinforcement
Trust as a multiplier
Understand the Motivation Theory - the Key to Motivation
Key values in determining ways to motivate people
The relationship between values and individual expectations
Assess your company’s existing recognition, reward and benefit systems in relation to employee growth and performance
How to select motivators based on individual needs
Situational Leadership
Compensation programs that drive superior performance
Total compensation plans that drive the sales behaviour and lead to goal attainment
Finding the Talent - Recruiting and Interviewing
"Best Practices" for hiring productive sales professionals
Delegation for Growth
Barriers and techniques to overcome resistance and minimize risks
Re-examine the effectiveness of your current delegating techniques
Delegation styles and approaches
Effective Time Management
Tools, techniques and L4L models
Coaching and Counselling for Outstanding Job Performance
Coaching impact on measurable performance improvements
Assess your team for gap between potential and current performance
How to coach individual sales team members to achieve higher performance
How to counsel (or not counsel) the individual
Practice listening for skill improvement
Develop critical distinctions for language and make distinctions through live application
Self-examination of attitudes that support or thwart successful coaching
Positive approach to Problem Solving
Recognize when there is a problem
How we think and reason
Identifying underlying factors that explain why intelligent people do irrational things
Problem solving first steps: seeing patterns, abstracting to models and developing hypotheses
Moving from analytical thinking to critical thinking
Applying the four components of analytical reasoning to a real-life work situation
Managing Conflict
Assess your preference and approach for dealing with conflicts
Identify the critical modes for reaching successful resolution
Shift your management style to manage conflicts
Win-Win Appraisals
Manage Salespeople from a Distance
Team Building
Run Team-based Projects
Expanding your Influence
Differentiating the psychology of persuasion from the process of influencing
The relationship of triggers to the laws of persuasion / influence
Measuring and Managing Performance
Managing Performance and Growth
Apply all concepts learned through simulation actions
How to promote continuous learning among your staff
What's your Strategy for the Future?
Strengthening your Sales Team
Develop a plan for turnover and succession
Training Programs that Improve the performance of your entire sales team
Understand what makes you a Leader
Principles of Sales Leadership - Case Study

Professionalism and Accountability
Identify the habits of productive salespeople
Skills assessment
Hippocratic Personality Instrument
The sales process
Describe the steps of the sales process
Demonstrate the skills associated with each element of the sales process
Conduct effective sales calls, from the initial greeting to the final commitment
Define and perform a competitive analysis
Complete an account profile
Identify the key contacts in each of your accounts
Develop meaningful performance targets
Manage account performance strategically
New business development
Identify and develop new business strategies for yourself
Qualify a business opportunity to determine where your time is best spent
Develop a prospecting strategy
Call / Email approach and script alternatives
Territory and Account Management
Differentiate between territory management and territory coverage
Analyze your territory and account base and set goals
Analyze key-account relationships
Perform an account penetration analysis
Improve your ability to qualify opportunities
L4L Qualification Model
Choose opportunities with the best prognosis and invest in them
Identify “non-starters” and avoid them
Identify the elements of good listening - Identify the barriers
Demonstrate your proficiency in active, attentive listening
Personal Communication Styles
Identify your own personal style / Identify the personal styles of others
Identify an ideal sales approach to match the personal style of your customer
Consultative Selling Model
Develop a plan for using a consultative selling-approach for your business
Becoming a problem solver
Time management
Develop an objective tracking system
Effectively prioritize your work and manage your time
Strategic Thinking
Address the challenges associated with selling
Differentiate between strategy and tactics
Apply the concept of ROI to your efforts
Know the four elements of your selling strategy - what, who, why and how
The Major Account (s)
Define what constitutes a major account
Differentiate major accounts from other types of customers
Understand your role as a major account manager
Develop a strategic approach to managing your major accounts
What have you got to sell?
Sell the strengths of your offerings
Define the ideal project, and invest resources to secure it
Reinforce your understanding – Comment on sales presentations
The selling process 101
Manage the sales process more effectively
Create process milestones - Define result indicators
Managing relationships - Long term scope
Distinguish between business development and account maintenance
Managing your pipeline
Understand mathematical assumptions about your pipeline
Spread your risk by managing the pipeline
Manage the non-sales demands on your time
Use leverage to produce referrals
Emphasize results over activity
Tracking performance for continuous improvement
Sales Negotiations
Differentiating between selling and negotiating
Understanding the sales negotiation process
Both perspectives: yours and the customer's
Using powerful sales negotiating / planning tools
Addressing aggressive buyer demands face-to-face
Developing stronger client relationships through win-win negotiations
Applying strategies to favourably influence the four primary negotiating styles
Creating a motivational climate for your buyer
Committing to action
Know what elements of this program work best for you
Plan a course of action to adopt the learning
Develop habits to lock in new skills


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