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The Sales Leader Manager: Leading Salespeople to Success™

Organizations expect salespeople to get results, but successful long-term performance requires a focus on more than just results. Research indicates that high performance is not sustainable over time unless it is accompanied by a high degree of fulfillment—neither performance nor fulfillment exists in a vacuum. To implement strategy and achieve business results, sales managers must create an environment of performance with fulfillment. These skills require integrating the inspiration of leadership with the skill of management.

The Sales Leader Manager: Leading Salespeople to SuccessTM (SLM) provides a framework and skills for sales managers to enable their sales teams to succeed—to achieve higher revenue, customer satisfaction, and long-term profitability. To provide the leadership their people need, sales managers learn how to align their efforts and motivate their sales teams by using Five Practices.

The Sales Leader Manager is a comprehensive solution that fosters both insight and skill development around what is most important for leaders to do—enable their people to perform at their best.

Program Outcomes

The Sales Leader Manager provides sales managers with a process for helping their salespeople realize their full sales potential by creating an environment that supports successful business results. The Sales Leader Manager helps sales managers understand their own role in executing sales strategy so they can help salespeople align to the organization’s strategy.

Learning Approach

Learning must be transferred to day-to-day work practices. To achieve this, The Sales Leader Manager includes components and activities that enhance Participant Readiness, Learning Transfer, and Organizational Alignment.

Participant Readiness prepares sales managers and their managers for the overall learning experience:

  • Pre-workshop communication
  • The Sales Leader Manager Inventory is available to enhance the impact by giving participants feedback from those they lead.

Learning Transfer design embeds practice and use of new skills. The learning can be flexibly delivered as a:

  • Two-day face-to-face, application-oriented workshop
  • Series of instructor-led modules delivered over two non-consecutive days to allow for application between sessions

Organizational Alignment ensures the organization supports the use of the new skills:

  • Post-learning reinforcement activities available for both the sales manager and his or her manager

As a result, sales managers will continue to apply the skills and tools learned long after the learning event is completed.

The Sales Leader Manager workshop can be facilitated by Wilson Learning or by a leader-trained in-house professional.

Enabling Improved Performance

The Sales Leader Manager is enhanced by application activities, post-learning reinforcement, pre- and post-classroom e-mails, and support tools. These tools help ensure that sales leaders can develop skills during the workshop, and then fine-tune and apply their newly acquired skills and behaviors back on the job. Involving participants’ managers is also important for successful The Sales Leader Manager implementation, and manager support tools are provided for that purpose.

To discover how we ensure learning is reinforced and applied for improved performance, read more about our Learning Journeys.

Measurement

The learning experience is enhanced by the use of the Sales Leader Manager Inventory, a multi-rater instrument designed to provide managers with feedback about how their sales leadership behavior is perceived by the people who report to them and their manager.

Evaluation

Wilson Learning will partner with your organization to measure the initial behavioral changes and business results. We will work with you to set up evaluation systems that help improve outcomes and sustain the momentum of your implementation.

To learn more about measuring the impact of learning, visit Measurement.