Marketing & Sales Leadership
This pathway aims to develop leadership skills for both existing and potential leaders and impart a clear understanding of the organisation’s expectations. Includes topics on leadership governance, team motivation and supporting individual development plans.
There are four modules, including a standalone module focusing on team coaching.
All our training modules use ocean-economy based case studies
Building and sustaining commercial capability within your organisation
Objectives
Development of leadership style to maximise team performance
Development of appropriate leadership styles for remote teams
Improvement in team performance through motivation and leadership
Content
The leadership content is drawn from a menu of modules, which are detailed below.
Modules
Optimising Team Potential
This module covers team roles, responsibilities and relationships : making sure the right people are sat in the right seats
Outcomes
A clearer understanding of what is expected of you as a sales leader
Format
A 2-hour webinar covering:
Effective team working
Leadership styles and the impact on relationships / profit
Making the most of performance reviews
Maintaining Sales Momentum
This module covers strengthening commitment from the team and how to keep top performers 'on song'.
Outcomes
Continuous contribution from the sales org to overall business performance.
Format
A 2-hour webinar covering:
How to generate a 'buzz' at team briefings
- Appropriate and inclusive team communication plans
Ensuring gaps are plugged and escalated
Sales Operations and Management
This module covers processes and systems that support sales operations, including SFDC and other programmes, forecasting processes, and the adopted sales cycle.
Outcomes
Improve sales forecasting revenue predictability and reporting
Better manage the sales process and sales reps' performance
Enable sharing of data between sales, marketing, and customer service teams
Format
A 2-hour webinar covering:
Pipeline forecasting
Sales planning and systems (inc SFDC)
How to lock down your team's forecast
Execution of agreed strategies
Coaching for Sales Success
This module aims to buld confidence so that leaders are comfortable with adopting coaching as a management style; to increase team skills and competencies and improve sales results.
Outcomes
Ability to use various coaching tools and techniques to coach people in the sales community
Ability to build personalised training plans that deliver results
Format
A one-day workshop covering:
Framework for effective coaching
Working with the learner’s agenda
Developing coaching skills
Working with the learner’s agenda