Sales Leadership and Management Simulation
Course Purpose
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To facilitate the effective application of Sales Leadership and Management of a B2B Fintech sales process to ensure targets and goals are met through Customer acquisition and People engagement.
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Course Objectives
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By the end of the training, Delegates will
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- Cascade Business strategy to performance plans using the Balanced Scorecard methodology
- Lead, inspire and manage sales staff for optimum performance
- Apply the situational leadership to staff depending on the situation and the person
- Manage performance and develop capabilities of sales staff to deliver sales metrics
- Assign territories to staff based on various analysis of sales performance & customer behavior
- Maintain Sales control and continuously manage performance of staff
- Provide coaching support to facilitate the achievement of sales targets
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Who should attend
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- Sales Managers
- Territory Managers
- Branch Managers
- Hi-Potential Employees
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Course Delivery Method
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30pct of the program will be spent in learning concepts while 70pct of the program will focus on applying the learning in successfully leading a simulated sales scenario in a territory.
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3 participants will form a team
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Teams are given access to the online simulator
The simulation is based on a bespoke case study
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Customer's Senior Leaders are involved in the sales review
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Gamification principles are used to facilitate competition
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A live dashboard facilitates a competitive environment
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Award for the winning team
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Evaluation of Course Effectiveness
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Level-1 : Learning Environment evaluation
Level-2 : Pre vs Post Program knowledge gain
Level-3 : Pre vs Post Program competency gain
Level-4 : Post training assignment and Performance Improvement measurement
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Key Learning Topics
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- Qualities of a Sales Manager – Leadership Vs Management
- Balanced Scorecard
- Sales Pipeline Management
- Territory Management
- Action Centered Leadership
- Continuous Performance Development
- Situational Leadership
- Customer Collaboration
- Motivators and Satisfiers
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Competencies Addressed
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- Sales Planning
- Sales Leadership
- Sales Process
- Territory Management
- Balanced ScoreCard
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Industries that can benefit
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- Any B2B company