Sales Capability

A leader doesn’t create followers, they create more leaders

Tom Peters, In Search of Excellence

The sales team, whether in an SME or multi-national, are the engine room of the organisation. They will determine how profitable or not the business becomes. They can price too low, discount too heavily and throw away margin. They can also do the opposite.

It’s important that they are motivated, empowered and deliver on the goals and objectives the business sets. It’s crucial too that they are incentivised in the right way.

I have led high performance sales teams for over 20 years – some spread across the world, others on a single trading floor. For me, the dynamics of the sales team are the same. As a sales leader you will need not only to act as coach and mentor to each person to reach empowerment but also act as someone who can make the team work as one.

At Globaleap we develop highly effective sales leadership skills for SME’s through over 20 years hands-on experience

We offer wide range of sales leadership training options. Because we have ‘been there and done it’ we empathise quickly with the commercial team. We are also multi-lingual so can present this aspect of our business offer not only in English but in French, German, Italian and Spanish too.

We have experience of working with younger teams, particularly millennials and have had highly successful workshops with this demographic on coaching other team members; having difficult conversations and becoming a leader within a business.

Our offer stems from simple 121 coaching with senior sales managers to wider workshops of up to 20 across a team. The following table gives an idea of the different services we have in this space.

Example Only

Basic

One day

121 session with Sales Director or MD. 1 x 2 hrs

Business audit on Sales capability

Introduction to capability training format to sales team 1 x 60 minutes

Recommendations and summary to MD / SD

Conducted on Zoom

Standard

4 weeks

121 session with SD (60 mins)

4 x 2-hour sessions with sales team (up to 6)

  • Goal setting & motivation
  • Leaders vs managers
  • Selling a value proposition
  • Overcoming objection
  • Coaching and difficult conversations

Coaching / advice to SD for the project duration

Wrap up summary and recommendations to MD

Conducted on Zoom

Premium

4-12 weeks

121 session with key stakeholders

3-day workshop on site with sales team (6-20)

  • Goal setting & motivation
  • Leaders vs managers
  • Selling a value proposition
  • Overcoming objection
  • Coaching and difficult conversations
  • Creative thinking to problem solving
  • Presentational skills
  • Coaching and managing millennials
  • Developing strategy and finding strategic solutions

Monthly follow up 121 with each team member for 2 months

Coaching / advice to SD and MD for project duration

Wrap up summary and recommendations to stakeholders

Conducted on site (after lock-down)