The Sales Leadership Growth Series empowers sales leaders with the skills, tools, and a common language to control the sales process. The program challenges participants to apply the strategies and tactics in real coaching sessions, on real deals, ensuring real results.
Sales leadership is not about managing salespeople; it's about building a framework for productive behavior.
Investing in sales leader growth is one of the most impactful organizational investments. Unfortunately, in many companies, sales managers receive little or no training before taking the job.
♦ 67.5% of sales leaders don't have experience leading remote teams*
♦ 40% of sales leaders do not have the necessary skills to train and coach their teams on all aspects of pipeline management*
♦ 43% of sales leaders do not receive effective training for their role*
♦ 1/3 of the managers leave their job within the first 3 years*
Is your organization ...
*Lead from the Front in Challenging Times, Sandler Research Center, 2021
Building an Operating Framework offers you a step-by-step approach for exploring your success measures to identify the core disciplines of your role and the top, recurring activities you and others must carry out to achieve successful outcomes. Once these activities are communicated and set in your calendar, your framework will create an operating rhythm that will help you to stay focused and drive results.
Coaching client meetings takes time and can come with many challenges. In this session, we leverage the challenges that sales leaders face, combined with Sandler® Sales Leadership expertise to provide leaders with the process, strategy, and skills to drive client meeting results with their sales teams.
This module explores three variables where sellers encounter the biggest challenges during the sales process: Influence, Solution, and Investment. By diving deeper into these variables, leaders will leave with a more strategic approach and specific next steps to achieve sales results.
This module explores Four Factors for analyzing pipeline hygiene and the data you can review to assess pipeline health. Leaders will explore coaching questions to further assess pipeline health and possible actions that sellers can take to improve the health of their pipeline. As sellers act to prospect, prune, and progress opportunities, they create a healthy pipeline that generates revenue and allows you to effectively view progress toward goals, allocate resources, and forecast future results.
This module introduces the Hiring PIPEline as a proactive approach to identifying ideal candidates for your dynamic sales roles. We will explore a framework that will help you prepare for candidate identification and ensure you know who you are looking for. Behavioral interviewing, questioning strategies, and a thorough interview process will allow you to know when you have found the right person for the role.
An onboarding process should be strategically planned, provide a strong foundation for your relationship with the new hire, increase confidence in the decision, ensure ongoing engagement, and drive productivity. Many onboarding programs start strong with orientation and high engagement from the sales leader. Without a process and solid plan to guide the first few months, often the new hire is left to navigate their path to productivity without the vital training, support, and coaching needed to ensure success.