success begins at the top
Many companies overlook training their first and second-level leaders. Having the buy-in of your managers and leaders is incredibly important. Managers and leaders must know how to coach sellers for maximum return and transition away from ‘chasing any deal’ to finding the best and most profitable opportunities.
These three factors can have a huge impact on closing more efficiently and closing the right business.
CHANGING SALES TEAM BEHAVIOR IS THE HEART OF OUR STRATEGY.
This is not a new sales methodology or process but rather a supplemental way to maximize performance. By adopting our time-tested approach, our clients gain a better understanding of their customers' persona's and buying criteria so as to successfully push the hot buttons they need to make a decision.
As an additional benefit, this process facilitates your team’s expansion as you develop your business with a new generation of sellers.
We are fully integrated with solutions and methodologies such as salesforce and consultative selling. Our aim is to entirely balance your sales team for an improved approach to manage competitive situations. This approach ultimately leads to a more accurate and efficient understanding of account control.
Our strategies can be standalone or combined into a customized solution for your company. Though we are here to advise you on the best course of action to take, this decision is entirely up to you as we gauge your needs and requirements together.
Program Overview Level 1
Core Competencies for Leaders of Leaders
Focus: Sets the stage for necessary program competencies. Incorporates case study practice scenarios while introducing the experiential technology to the students. Prerequisite for Days 2 & 3.
Module 1: Idea Leadership
- Inspire Creativity & Innovation
- Generate Concepts To Solve Complex Problems
- Encourage & Apply Ideas In Your Leadership Style
Module 2: Being a Better Global Leader
- Global Team Building & Coaching
- Understanding & Managing to Results
- “Yes” Does Not Always Mean “Yes”
Module 3: Leading Managers & Resolving Conflict
- Managing Emotions at Work
- Dealing with Ego, Stress, Culture
- Career Management for Your Leaders
- Competitive Nature
- Management Level Conflict Resolution
Case Study: Experiential
- Idea Leadership
- Culture & Emotional Challenges
Program Overview Level 2
Intense, Multi-level Leadership: Focus on the Client
Focus: Introduce the case study throughout each module. Case study and modules build upon one another so that the student is learning and solving issues, opportunities at each step of the way. The case study culminates in a final experiential scenario that requires team-building and problem-solving at the Leader of the leader level.
Module 4: Service Oriented Architecture – Driving a Results Oriented Team
- Pursue Business Objectives with a Bias for Action
- Getting Things Done
- Striving For Results
- Exceeding The Needs of Customers
- Setting High Standards
- Making Smart Business Decisions
- Clear Understanding Of Ultimate Long-term Impact
Module 6: Client Perspective
- Customer First
- Vendor/Service Provider or a Partner
- Building Client Relationships
- Empathy
- Questions Of Respect
- Quantifying Client Value
- You, Your Company & Your Solution
Module 7: Managing Complexity
- Analyzing & Solving Complex Business Problems
- Effectively Dealing With Large Sums of Data, Changing Conditions, Incomplete Data & Uncertainty.
- Understanding & Dealing with Unrelated Issues that Affect One Another
- Generating a Variety of Alternative Courses of Action
- Selecting the Most Appropriate.
Module 8: Business Continuity
- No Outage Model
- Predictive And Corrective Action
Module 9: Leveraging a Matrix Organization
- Leverage & Support of Other Teams
Experiential Learning
- Case Study
Module 10: Personal Development as a Leader of Leaders
- Assessing Own Skills
- Work Performance Versus Simulation Performance
- What Needs to Change
- Constructive Feedback & Action Plan
- Closing