Advanced Sales Leadership

Last Date of Registration: April 17, 2025
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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