Leadership Development

Our Clients tell us that a key sales management challenge is to develop their first line sales managers into effective coaches, rather than a 'super salesperson'.

The success of any sales team is predicated upon the strengths of the leadership skills. In today's marketplace, sales leadership is paramount to growing market share by empowering, coaching and driving passion within their sales teams.

ProAct takes a very practical approach to leadership development in much the same way we do with sales teams. We assess the current skills against the required acumen, identify the missing gaps, and then create a program which allows leaders to practice with consequences, which embeds new behaviors to help them become more efficient and effective leaders.

Our Sales Manager Coaching Workshop was designed to enable your Sales Managers to practice high quality, using the appropriate coaching style, in a timely and efficient manner, leading to increased skill levels and higher levels of business.

Our Objectives are that the successful implementation of effective sales coaching will give you: Enhanced skill levels. More self sufficient sales people. Efficient and effective use of management time. Increased sales team motivation. Improved business levels. Through an interactive Workshop we will change the way your managers think and change the way they work. They will add more value to the sales team as a result of coaching. We will change your sales managers attitudes, mindsets, and thinking processes to help them become: Sales Coaches instead of / in addition to being Super Salespeople People who are valued by the sales people Leveraged in their support (i.e. they help sales people develop, so that they do not always need direct management involvement.) They will understand that Professional Sales Management is a proactive endeavor , that is rewarding in its own right, and crucially allows the sales team to continually improve selling capability. We use a Workshop style approach because: This interactive 'learning by doing' format is demonstrably more effective than the conventional passive classroom style approach. The Sales Managers will experience the power of real coaching, and will in effect be 'coached on their coaching skills'. Sales managers exit the workshop having tried out their new skills, giving them the confidence to actually use it with their sales people. What do we do in the Workshop? We discuss the importance of coaching, and why it is a necessary skill for a Sales Manager to be effective. We will give them a simple model for coaching which we call 'Coffee Shop Coaching'. We will practice using the model in simulations of real life. The Coffee Shop Coaching Model

The Coffee Shop Coaching model is a simple to use approach to helping sales people develop their skills continually. It is most effective in the common situation of a five to ten minute coaching session either before or after a customer meeting. The model allows for impromptu coaching of all levels of sales people.

For further information download the Sales Manager Coaching Overview brochure

Leadership initiatives include:

• SALES MANAGEMENT COACHING
• SUCCESSFUL SELLING FOR MANAGERS
• MAPPING TO CLIENT EXECUTIVES
• MANAGING SALES FUNNELS
• EXECUTIVE SALES CONVERSATIONS
• EFFECTIVE TERRITORY PLANNING
• EFFECTIVE QUOTA SETTING
• 6-MONTHS IN THE LIFE OF A SALES MANAGER