Transforming High-Performing Salespeople Into Sales Leaders
Software & Informations Systems
Customized Sales Training
With a pressing need for more sales managers, the organization sought to promote talent from its existing sales force. But because ill-equipped sales managers would jeopardize critical organizational goals, the timeframe to develop effective sales managers had to be expedited. A pragmatic sales leadership onboarding approach that prepares new sales managers to execute on day one had to be created.
The solution included the design and facilitation of a rigorous nine-month sales leadership development experience. The experience focused on four critical accountabilities: Hiring the right sales talent, inspiring performance, driving accountability, and taking on sales execution challenges.
Every 90 days a one-day workshop kicked off the next phase, with all learning activities applied to the client’s current processes, methodologies, tools and customer scenarios. Follow-up activities included weekly in-the-field activities reflecting real on-the-job practice situations and monthly teleconferences providing ongoing focus, motivation and accountability.
The managers coming out of the program were quickly outperforming existing managers as the executive sponsor stated “we have one problem with the program, the people coming out of the new sales manager program developed by Business Efficacy are outperforming our existing managers.”