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Leading the Sales Team: Master Class
Programme Overview
ISO 9001:2008
www.tlsasalestraining.com
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Learn How to Get the Best Results from Your Sales Team
Leading the Sales Team is a sales management training course that is one
of TLSA’s master class range. This interactive programme will help you
develop the leadership skills, business performance processes and people
skills to become a sales manager who gets outstanding performance from
your team.
Additionally, the master class provides the opportunity for you to share
your challenges with Brett Lyons who leads all of our master class courses.
Brett has extensive sales leadership experience from first line manager to
senior executive roles in commercial practice and consultancy with SMEs
and major corporates.
Who is the Leading the Sales Team Master Class for?
This sales management training course is designed for business owners,
business leaders, sales directors and sales managers who are responsible
for the performance of sales teams.
You may be new to sales management, want to refresh your skills or
explore how to do a better job. Leading the Sales team shows you how
to:
Develop your sales leadership and sales management skills
Improve the sales results of your team
Create a team that will deliver outstanding results which are
sustainable
Next Dates
16-17 November 2015 London
15-16 February 2016 London
Duration
Leading the Sales Team features a two-day course supported by a
pre-course assignment and post course project.
Fees
Fees are £895-00 per person ex-vat. This includes all materials
lunch and refreshments on the course. Accommodation, travel and
other subsistence costs are not included.
Venues
TLSA master classes are run in high quality hotels and conference
centres in major cities with access to the motorway network, rail
and flight links.
What will you get out of Leading the Sales Team?
This sales leadership training course focuses on four key aspects of
sales management
Leadership: developing the leadership styles and behaviours
needed to engage, motivate and build high performing teams
Performance Management: creating the management
frameworks, process that drive performance and provide the
diagnostics to identify what is behind outstanding, average
and poor performance
Sales Performance Coaching: instigating an approach to
coaching skills based on personal coaching skills, coaching
plans and a pro-active programme of field coaching
Team and One-to-One Meetings: developing the planning
and delivery skills to create events that stimulate, motivate and
educate the team
Takeaways
Managers leave this programme with a:
Leading the Sales Team manual
Leadership planner
The sales management model
Coaching plans
The coaching cycle
Field visit planner
Team meeting planner
Leading the Sales Team – Master Class
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What are the benefits for you?
Developing the skills, behaviours and confidence to build and lead
high performing teams
The ability to create sales management processes and frameworks that
will drive performance
The ability to understand the reasons for outstanding performance
and capture this as best practice to share across the team
The capability to identify the reasons for underperformance and
resolve the issues
Building the personal skills to coach and motivate individuals and the
team
Developing the communication skills to run high impact team and
one-to-one meetings
What are the benefits to the organisation?
Managers with the skills to identify the reasons for outstanding and
poor performance, then implement solutions that work.
Sales management capability to attract, discern and retain top
performers
Professionally managed teams delivering consistent performance,
continuously developing and producing outstanding results
Communication that ensures everyone understands what is happening
in the business, what is expected of the team and the importance of
their personal contribution
Sales managers with the skills, behaviours and confidence to achieve
objectives through the performance of their teams
Sales people who feel they are valued members of the team
Leading the Sales Team – Master Class
Participant Feedback
The comments below illustrate feedback from participants who
have attended the Leading the Sales Team programme:
‘A fantastically focused course well delivered. It really
demystified the sales leadership role for somebody who is new
to the challenge.’
‘Best part was application and advice relating to particular
company situations. Computer based simulations were very
effective in re-enforcing messages and learning.’
‘Very good, confidence building in my place as a manager and
knowledge building to develop my team. An excellent
programme.’
‘Covered all the topics I needed and more. Simulation was very
interesting and templates excellent.’
‘Very interactive and an open forum to discuss ideas. Really
gave new perspectives, and increased confidence in right to
lead.’
‘The role plays aspect to the role, gave me some very strong
ideas on how I can implement to my team. Practical, thorough,
inclusive, very well delivered.’
‘I would recommend it to everyone at a similar level. Consensus
amongst the group has been that this was an incredibly
relevant exercise.’
‘Extremely useful and relevant. I am excited to implement ideas
into my current situation.’
‘The programme is great. It helped build my confidence and it
really provided insight into the sales management process.’
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What is the structure of the Leading the Sales Team master class?
A blended, experiential learning approach takes you through a structure
that features:
Pre-course Assignment: pre-reading and a personal assessment
Course: a 2-day workshop. Managers complete syndicates, personal
projects and case studies developing outputs that are easily integrated
into day-to-day activity
Business Simulation: TLSA’s unique ‘Leading the Sales Team’ story-
based computer simulation brings a concrete element to the learning.
Working in teams, you process information, deal with multiple
challenges and make management decisions through consensus in a
fast-paced environment. This engaging learning method has a
profound effect on knowledge retention over a sustained period of
time and a dramatic impact on performance in the workplace
Post-Course Project: a structured field project which will help you
implement the content in your personal role
Is Leading the Sales Team a professionally endorsed course?
Leading the Sales Team is an Institute of Sales and Marketing
Management (ISMM) endorsed sales manager training course, which
means that the content is verified by the UK’s leading professional body
for sales and sales management.
Certification: You will receive:
An ISMM certificate to confirm you have successfully completed the
programme
The opportunity to take advantage of several benefits associated with
ISMM membership.
Additionally Leading the Sales Team covers elements of Units 5.1, 5.2, 5.5,
7.1, 7.2, 7.5, 7.6 and 9.2 of National Occupational Standards
Leading the Sales Team – Master Class
Why TLSA?
1. Best practice, skills and techniques - which you can
easily use in your role.
2. Sales leadership expertise - a rare opportunity to
work with Brett Lyons, a top sales leadership expert.
3. Highest standards – ISMM and ILM endorsed
courses to help you develop your team.
4. Proven track record - learning based on a deep
understanding of multiple business sectors.
5. Results-driven training - interactive and story-
based learning to help you become a better leader.
6. Tool kit - easy-to-use concepts that will help you
understand your business and make you more
effective.
7. Motivational experience - enjoy 2 days working
with, and learning from, peers in other industries and
an engaging, approachable facilitator.
8. Post-course project - a structured approach to
activating the learning and evaluating your
performance.
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What materials will I leave with?
To help you activate new skills and knowledge into your personal role, you
will leave the Leading the Sales Team master class with:
Leading the Sales Team Manual: plus a complete set of PowerPoint
slides on a USB. An invaluable reference guide and easy access to
course material to use in your job
Leadership Planner: TLSA’s unique development matrix that will help
you set strategy to lead, develop and motivate your team
The Sales Management Model: this powerful business planner helps
you develop a performance management aid that captures best
practice, activities and processes in your business and converts them
into a powerful sales management process
Webb Maps and Coaching Plans: assess the skills and development
needs of each member of the team, then create proactive coaching
plans to improve performance, develop new skills and motivate the
individual
The Coaching Cycle: an easy-to-follow process that ensures sales
coaching makes people better at what they do
Field Visit Planner: makes the time you spend working with your
people more meaningful through professional planning,
implementation and follow-up
Takeaways
Managers leave this programme with a:
Personal management style assessment
Management process plan
GROW coaching planner
A personal action plan
Skills and processes they will easily transfer into their
personal roles
Leading the Sales Team – Master Class
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About the facilitator
Brett Lyons is an international leadership consultant who works with blue
chip clients and SMEs to achieve their strategic goals.
Brett’s career spans 35 years in sales and leadership. Current clients
include:
Financial
Services
Manufacturing:
Consumer: Logistics
Professional Services
• The RBS
Group
• Virgin Money
• Lombard
Asset
Management
• Devro PLC
• Luxottica
(RayBan, Oakley)
• Cash Bases
• Aebi Schmidt
• Ishida
• Agility Logistics
• ADAS
(Environment)
• Goodman Masson
(Recruitment)
• The Economist
(Publishing)
His real-world expertise in leadership, sales management and sales
prepares and guides top teams to deliver long-term success for their
organisations in a structured, focused way. Brett enjoys working with
motivated leaders who aspire to develop and lead their teams to greater
competitive advantage.
Working in the UK, Europe, the EMEA and the US, Brett works globally to
bring real-world results to organisations in any industry sector. He has
particular expertise in the banking, recruitment, capital goods and IT
industry. He is pragmatic, engaging and highly supportive of teams who
are tasked with the challenge of bringing a shared vision to life.
Recognised as one of the UK’s leading authorities in sales leadership, Brett
will help you develop the skills to become a sales leader who inspires
others to follow and be their best.
Want to learn how get the best results from your sales team?
Book a place on this master class:
http://tlsa-leading-the-sales-team.eventbrite.co.uk
Call our Customer Support Team on 0345 600 1556 or
Email [email protected]
Visit: http://www.tlsasalestraining.com/sales-management-training-course
Leading the Sales Team Master Class with Brett Lyons
Leading the Sales Team – Master Class
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Day 1 – Open 10:00 a.m. Day 2 – Open 9:00 a.m.
Introduction and Objectives
Professional Sales Manager: Pre-work Review
The Sales Manager as a Leader
Leadership Diagnostics
Leadership Styles
Leadership Partnerships
Sales Performance Coaching
Planning and Implementing Field Visits
Managing Successful Meetings
Managing One-to-One Meetings
Lunch 1:00–2:00 p.m. Lunch 1:00–2:00 p.m.
The Sales Manager as a Leader
Leadership Strategy
Leading the Sales Team Simulation – Round 1
Webb Maps and Coaching Plans
The Sales Management Model
Evening Assignment
Leading the Sales Team Simulation – Round 2
Post-Course Brief
Personal Action Plans
Review Day 2
Programme Evaluation
Close 6:00 p.m. Close 5:30 p.m.
Leading the Sales Team – Master Class: Agenda
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Module Summary of Content Format
Introduction and
Objectives
An opening module in which:
The objectives of the programme will be explained to participants
Participants introduce themselves and identify personal objectives and expectations of the programme
Debate
The Skills and Qualities
of the Professional
Sales Manager
In this module participants review in groups the output from the pre-work. The module will help
participants identify areas of personal based on a model that integrates the skills and qualities that the
world’s leading sales organisations demand in a Sales Manager:
Leader
Sales Person
Coach
Business Person
People Person
Regulator
Lecture
Debate
Syndicate Exercise
Leadership Diagnostics The Sales Manager as a Leader
Using the Enthusiastic Beginner - High Achiever situational model, the aim of this module is to
understand the impact that attitude, commitment and capability has on individual and team performance.
The output is to create a diagnostic analysis of the team based on capability and commitment and then
identify the leadership styles that will be most effective with each team member.
Presentation
Team Analysis
Planning
Leadership Styles The Sales Manager as a Leader
Participants discover seven styles of leadership and the behaviours, benefits and challenges that each style
presents. The styles are directive, visionary, people, coach, mutual, mentor and pacemaker. Once the styles
are understood the module covers how to:
Identify which styles will be most effective with individual team members
Complete a self-analysis, identifying strengths and priority development areas that will have an impact
on team performance
Personal Task
Leading the Sales Team – Master Class: Summary of Content
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Leadership
Partnerships
The Sales Manager as a Leader
Based on the output of the Leadership Diagnostics, participants plan the leadership strategy that,
combined with Leadership Styles, will generate the best performance from the team and each individual.
Group Task
Module Summary of Content Format
Leading the Sales
Team
Business Simulation – Round 1
Working in teams of three or four, participants complete the first round of Leading the Sales Team. This is
a business simulation that provides participants with the opportunity to embed new skills and test the
learning from day 1.
The simulation challenges each team to make decisions based on a series of scenarios that reflect the
programme content. Once completed, the simulation provides each team with feedback and a scorecard
that measures behaviours and sales performance.
To complete this session, the facilitator’s role is to coach the participants on their performance utilising the
data the simulation provides through the scorecard and decision feedback.
Team Exercise
Role Play
Webb Maps and
Coaching Plans
In this module participants discover how to use TLSA’s unique Webb Map assessment tool and then
develop a personal coaching plan for each team member, which:
Includes a visual assessment of each individual based on six competencies
Identifies coaching priorities through which business performance can be improved
Defines coaching objectives and action plans that will improve business performance and develop,
stimulate and motivate individuals. These are usually developed in 3 month cycles
Lecture
Personal Exercise
Leading the Sales Team – Master Class: Summary of Content
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Module Summary of Content Format
The Sales
Management Model
A module that shows participants the impact that a structured sales management approach has on
improving business performance and the effectiveness of the Sales Manager. The content provides
participants with a proven process to create a sales management blueprint that will provide:
On an individual basis, participants create a model to apply in their own business that delivers:
A structure to deliver and exceed targets that covers contact strategy, performance standards, meeting
planning, sales execution and follow-up
Key performance indicators that reveal the reasons for good and bad performance relevant to the
roles of their people
A diagnostic through which personal and team performance can be analysed. This is a key step in
taking performance management into an analysis of behaviours, providing a much more rounded view
than just performance versus target
Lecture
Debate
Syndicate Exercise
Evening Assignment Participants are briefed on a short assignment to be completed as preparation for day 2. Personal Task
Sales Performance
Coaching
This is an intensive module based around formal and informal coaching. The module challenges
participants to coach for the business ensuring that field coaching is:
Focused on the areas that will have a real impact on business performance
Activates the coaching plans created through the Webb Maps
Integrated into the module are:
The impact of proactive coaching on individual and team performance
The complete coach, from need identification to solution
The coaching cycle, delivering performance coaching in a focused and structured way
Common feedback models and their application, for example, ‘Pro & Grow’
Six personal coaching skills
Managing emotion, resistance and conflict
Sales Performance
Coaching
Leading the Sales Team – Master Class: Summary of Content
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Module Summary of Content Format
Planning and
Implementing a Field
Visit Programme
In this module participants discover how to plan and implement a field visit programme that will benefit
them and their people. Participants cover:
The strategic use of field visits
How to plan a field visit programme
Utilising different types of field visit, scheduled, action and random
The role of the Sales Manager when completing a field visit
Writing a field visit report
Lecture
Debate
Syndicate Exercises
Managing Successful
Sales Meetings
A module in which participants examine the use of sales meetings as a team event that should be
structured to stimulate, motivate and educate the team, specifically:
The strategic use of sales meetings
Creating a motivational agenda
Developing action points that impact on sales performance
Integrating training and coaching into sales meetings
The link between sales meetings and field coaching
Individual delivery style and meeting management
Lecture
Debate
Syndicate Exercises
Leading the Sales Team – Master Class: Summary of Content
Leading the Sales Team – Master Class: Summary of Content
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Module Summary of Content Format
Managing One-to-One
Meetings
In this module participants discover:
The role of one-to-one meetings as a key leadership action to develop performance and motivate
individuals
Creating an agenda that works for the both parties – addressing business and personal issues
What should be prepared by both parties
The link between one-to-one meetings and field coaching
Managing the one-to-one meeting
Lecture
Debate
Syndicate Exercises
Leading the Sales
Team
Business Simulation – Round 2
Working in teams of three or four, participants complete the second round of the Leading the Sales Team
simulation. The second round is a continuation from day 1 and again provides the opportunity to embed
new skills and test the learning from day 2.
Group Project
Personal Project Brief Participants are provided with a brief for the personal project that features:
Guidance and advice on how to implement the project
How their projects will be assessed by line management
Timings
Presentation
Personal Action Plans Throughout the programme participants work on a personal action plan in which they identify how they
will integrate the programme content into their personal roles.
Programme Evaluation A final module in which participants complete a programme evaluation. Evaluation forms are provided to
collect participant feedback.
Leading the Sales Team – Master Class: Summary of Content
0345 600 1556 www.tlsasalestraining.com [email protected]
TLSA International Ltd Kemps Place, Selborne Road
Greatham, Hampshire GU33 6HG, United Kingdom
Calling from outside the UK +44 (0) 1428 658 867
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