Advanced Sales Leadership
Venue House#05 (1st Floor), Flat# 1-A, Block # D, Road # 17, Banani, Dhaka -1213
Introduction:
The sales management function should be the second most powerful role in a business behind the CEO. The role has considerable power to make or break a business. Effective Sales Leaders lead the charge for sales growth directly and via a sales team using sales strategy. They make important decisions about customer acquisition, growth and retention, entry into new markets and viability of a sales force.
The appointment of a Sales Director/Head of Sales/Sales Manager into your business is one of the most important decisions you will make. Getting it wrong can be catastrophic.
A large international study reported that if Sales Managers were more frequently and better trained and coached, have a good sales strategy in place their sales teams achieved higher performance and results. In no other type of sales training was a more positive correlation found between frequency of training and sales performance.
Learning Objectives:
What is Leadership?
In depth understanding ‘What is Sales? ‘ and why leadership in important in Sales?
Difference between Sales Leader and Sales Manager.
Why effective Sales Leadership is very important.
How to improve sales leadership skills?
Prioritized of sales activities.
How to building the right sales and people capability?
Crafting the right sales strategy
Distinguish between sales force leadership, management, and supervision.
Motivate the sales team and convert to ultimate revenue.
Understanding SWOT Analysis.
Learning of BCG Matrix.
Being a leader creates confidence
Leaders are continually learning
Leaders plan and are goal oriented.
Leaders are more successful
Explain five influential strategies used in leadership.
Discuss issues related to coaching the sales force, holding integrative meetings, and
practicing ethical management.
Identify some of the problems encountered in leading and supervising a sales force.
Contents of workshop:
Session: 1
Who is leader?
Sales Leadership, Sales Management, and Sales Supervision
Contemporary Views of Sales Leadership
Leadership Skills
Principles of strategic sales leadership.
Creating an Environment of Sales Success
Communication Skills
Influence Strategies
Inspire Maximum Performance
Difference between Leader and Boss.
Creating different ways of “winning”
Impact effective sales leadership to sales volume.
DOs and DON’Ts in Sales.
Session: 2
SWOT analysis in Sales Management.
Detail Learnings of BCG Matrix.
Session: 3
Assessing Performance Levels
Convert Problems to Opportunities
Prescriptive and Actionable Feedback
Leadership Through Results Planning
Planning and Conducting
Getting Out of Your Own Way - Behavior Styles and Management Styles
Setting Goals, Priorities, Measurements and Expectations
Integrative Meetings
Session: 4
Approaches to Management Ethics
Leadership Model for Sales Management
Power and Leadership
Managing the sales force
Leading for the engagement and performance.
Factors for effective coaching
Needs and Wants of Salespeople
How to measure sales force performance
How to monitor sales force.
Session: 5
Motivation style.
Motivate the motivator
Twelve traits of highly effective sales leaders.
Adapting leadership and coaching to individual sales representatives’ styles, needs, and
preferences
Focusing on team behaviors that lead to business results
Creating different ways of “winning”
Building collaboration across functional groups
Displaying unwavering energy and enthusiasm
Capturing market share faster model.
Impact effective sales leadership to sales volume.
Session : 6
Q & A
Methodology:
Successful sales leaders’ activities demonstrations, PPT presentation, situational and decision making games, Roll play, Audio-video visuals; Group Discussion. Q & A Session.
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