Session One: Introduction and Welcome
This initial session is aimed at helping the participants settle and provides an overview of what is to come.
The session includes:
- Introduction
- Domestics
- Objectives
- Expectations and Reservations
- The Ground Rules for the Programme
Session Two: The Difference between Leadership and Management
Participants will explore the differences between leadership and management and the impact each has on the way they operate with their people.
- Management vs. Leadership
- What Leaders Really Do
- The Prime Qualities of Leadership
- The Four Levels of Leadership in a Healthy Organisation
Session Three: The Leadership Practices Inventory (LPI)
A personal exploration of their own leadership style and where there is a need to develop.
- Introduction of the LPI
- Completion of the Inventory
- Understanding the Results
- Identifying your Strengths
- Creating your Personal Development Actions
Session Four: The Strategic Planning Process
This session introduces strategic planning and the core critical elements to enable the Leader to start creating their Game Plan.
- The Strategic Planning Process
- The Key Elements of Strategic Thinking
- Understanding What is Needed for the Game Plan
Session Five: The Sales Leadership Process
Introducing a process which provides the ongoing leadership focus, covering all the touch points which are critical to the success of the sales culture.
- The Process
- Sales Culture Vision
- Align and Develop the Business Plan
- Organise and Build the Team
- Enhance Individual Performance
- Monitor and Evaluate Success
Session Five: Creating the Sales Culture Vision
Knowing what the final destination looks like is crucial in creating the culture of an organisation. This session helps the sales leaders to have a sales culture Vision of the future.
- Vision and its Guiding Principles
- The Power of Vision
- Creating a Vision Which Motivates Your People
- Your Cultural Vision for the Future
- What this looks, sounds and feels like for all stakeholders
Session Five: The Sales Vision – Comprehensive and Detailed
This session allows the leaders to discuss their Vision and what is critical to its success. Provides the focus for their activity once back in the office.
Team discussions on what “Comprehensive and Detailed” means
- Individual work on creating the detail the individual leaders need for realising their visions
- Identifying the behaviours needed to realise the vision by:
- The Sales Leaders
- Their Managers
- The Sales Team
- The Sales Support Team
- Others
Session Six: Finalising the Game Plan
This session enables the sales leaders to define their sales culture game plan for when they are back in the workplace.
- High Level Plan
- Communication of the Vision
- Bringing the Vision to Life for Individuals and Teams
- Coaxing and Coaching the Sales Culture Vision into Reality
Session Seven: Summary and Close
The final session includes the sales leader’s commitment to action. What they will do to ensure the success of their sales culture visions.
- Commitments
- Course closure
