Leader

Who should attend

Sales Director

Vice President

Owner / CEO

Business Development Director

Program Overview

No matter how financially secure an organisation is, it will ultimately fail if revenue is not realised. Sales leader takes a naked look at the sales strategy, we lay bare the why, why are you in the sector, how will you sustain your margins and growth, what true value do you bring to your clients? The one day course draws on industry best practises and challenges you as a business owner to grow your salespeople and your client portfolio to mirror image your vision for the business you created.

The Four key areas of the course are

  • The Vision

  • The Culture

  • High Pay-Off Activities

  • Key People in Key Jobs

Learning Objectives

Leadership

  • Convey your vision for the business future

  • A work culture by design and not by default

  • Develop Key People in Key Areas

 

Change

  • The infinite Vs finite game

  • Why others are ahead

  • When your product or service fails

  • Product Offering life cycle

  • Embrace and harness technology in sales

  • Sales Change Process

  • Data Intelligence

 

Sales Management

  • Setting the Standard

  • What is the best way to sell?

  • Managing Objections

  • Design and implement a Sales Playbook

  • Non-Performing salespeople

Program Approach

Training is not a one and done, it is a lifelong process of being committed to sales excellence, knowledge of the tools, systems and processes and how to improve on the results. The approach Stephen McComb uses includes:

Customisation: For all closed courses we provided scenarios and content that are specific to your industry. We do our homework before the workshop and then tailor the modules to be most relevant and effective for your learning needs.

Tools: We provide the systems and processes that can be easily implemented by sales individuals and by the wider sales team.

Learning through Action: In the same way that a sports team practise and train before a game, we have participants put into action what they have heard and the notes they have taken.

Learning and Understanding: Salespeople are provided with a wealth of knowledge in the sales training documents along with best practises from leading organisations from across the globe.

Delivery Option

Keep and Grow is an instructor-led training course over two full days. The course can either be held on your business premises or alternative at an external site such as a local hotel of your choice.

Keep and Grow will also be held as public courses in the following cities in 2020. Abu Dhabi, Atlanta, Auckland, Belfast, Charlotte, Cork, Dallas, Denver, Doha, Dubai, Dublin, Fort Lauderdale, Kuwait City, Manama, Melbourne, Muscat, San Diego, Seattle, Singapore, Toronto and Vancouver

Please contact us for our schedule.

Modules

Leader

  • Why people need leaders

  • What defines a leader

  • Designing your persona

  • High Pay-Off Activities

  • Urgent Vs Important

  • Conveying your vision

  • Let the employees know how the business makes money

  • Why Culture matters

  • Accountability and Culture

  • High-Performance Culture

  • Employee Engagement

  • Developing Key People

  • Business Ethics

Management

  • What is the best way to sell?

  • Managing Objections

  • Sales Change

  • Selling in a team

  • Sales Playbook

  • Developing a sales strategy

  • Working with technology

  • Mapping the sales cadence

  • Sales Forecasting

  • The Sales Representative and the Sales Manager

  • Managing Performance

  • Managing Different types of teams

  • Managing Experts

  • Sales Coaching

  • Non-Performing Sales Representatives

  • Recruiting

  • Setting Salary and bonus

  • Time Management

  • Reporting System and Information flow

  • Office Politics

Change

  • The infinite game

  • Hearts Vs headcount

  • Worthy rivalry

  • Product offering life cycle

  • Customer channels traditional Vs new

  • Embrace and harness technology in sales

  • Measuring Sales Performance

  • Sales Change Process

  • Developing a system and processes

  • Implementing a new system and processes

  • Stress testing for future threats

  • Managing experts and high performers

  • What is the sales manager’s real role?

  • Setting the standards

Research

Thousands of hours of research have been given to each training course along with Stephen McComb own sales experience which surpasses over 20 years. We draw on institutions like McKinsey, PwC, Roland Berger, Bains & Company and so many more to bring you the latest market thinking and statistical data. Leveraging company best practices, we examine industry success stories and strip back why failures occurred.

Stephen is currently writing his first book on sales – The law of the Sales Jungle, with the book, well underway in its first draft it is scheduled for release in May / June 2021.

Request a brochure

Programs

We help companies and individual salespeople understand that to succeed in business they must play the infinite game and not the finite game of merely making a sale, but rather they must make a client, an advocate who is willing to promote your offering to others without being prompted.

 

Stephen McComb challenges conventional B2C of sales by demonstrating that a social influencer can stand in front of a mobile phone and attract millions of social media hits, engagements and convert those interactions into actual sales. A recent McKinsey report showed that 74% of the buyer's journey was complete before they engaged with a salesperson such is the level of information available on the internet.    

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© 2020 Stephen McComb