About the program…

This is an introductory program in 3 full-day modules that are designed to give sales managers all the basic leadership and coaching tools to be successful in the role and drive change.

This program takes its starting point in the organisation and the culture. It explains concepts around change management, leadership styles, and our abilities to influence. From the base, each participant explores the concepts individually through both theory sessions, exercises, and role-plays to develop a leadership model that adapts well to the individual context.

Made for those who …

• Are sales managers or directors new to the job, or are preparing to become one
• Are experienced sales managers or directors who feel they lack a solid understanding of leadership and/or lack the appropriate coaching tools to get things done as they would wish
• Are ready to take the next step in their leadership

Key benefits

The program provides a solid base and understanding for leadership. Taking its starting point in our values and culture, it develops a toolbox that will help you get things done.

Some of the benefits of the program are listed below:

• Higher degree of self-awareness and influence
• Motivated teams with clear direction
• Resilient and adaptable teams, ready to take on new challenges
• Ability to lead your team through change
• High-performing sales culture
• Tools and ability to lead change
• Shorter learning curve in your teams
• Tools for self-reflection and self-evaluation

agenda:

Over the course of 3 full-day physical workshops, with both team and individual follow-up in between the sessions, the comprehensive program is developed. It provides insight into leadership, blending theory with practical exercises and roleplays. Assess your leadership style and learn how you influence your teams and people in your surroundings, and how to move efforts and competence to where they need to be for biggest business impact. (Lead & Coach CORE)

Each key area follows a typical learning flow that involves both theory and reflection. A typical sequence is outline below:

• • Learning module
  • Team/individual work in class
  • Testing concepts – Roleplaying
  • Summary – Experience share
  • Homework assignment with coaching
  • Discussion in plenary or in teams

The modules follow a logical sequence and structure..

Module 1 – Introduction – Leadership basics – Organisational culture

Introduction to leadership and team management: We discuss what leadership is and work through leadership styles. We learn about different leadership models and their history before going into exploring transformational leadership and lay the base for the program through exercises that help us understand the mechanisms.

Organisational culture and change – Factors that influence organizational culture changes and types of organizational culture change. We work through the most prominent models and examples of change management. Tools for change management and ways to measure the effectiveness of our change programs. This block also discusses sources and types of influence and power and finalises with a dive into the role of partnerships and stakeholders in our internal and external influence system.

Module 2 – Motivation and sales team management

Motivation – A walk through modern motivational theory and tools. Discuss which factors influence motivation and team efficiency and the difference between effectiveness and efficiency in our leadership. Includes motivational techniques and coaching techniques.

Team management: Management models and systems, and functions thereof. Teamwork or just working in teams? Delegating and providing direction. Planning and setting objectives. Formulating objectives – SMART, and leading towards the objectives (GROW). Time management – proactiveness and setting your own agenda.

Managing sales teams – We explore the specifics of sales management and how to apply the new knowledge in our own context. What does it mean to transform in a market context?  What is it that sales management aspires to change? Leading customer challenges and market direction. Examples of change management in our daily life.

Module 3 – Soft skill and the keys to transformational leadership

We discuss the tool set the leader will need to develop in order to drive change and the team’s evolution. One key to this is self-awareness, and we look at different models and tools to evaluate one’s own abilities against the varying needs of situations.

Refining the toolbox of leadership:

• Emotional awareness and self control
• Active listening
• Empathy vs assertive communications
• Conflict resolution – Holding difficult conversations
• Coaching techniques – Framing the message