Sales Capability
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)