Sales Management Training Program for Sales Leaders LSA Global

Sales Management Training that Works

“Originally, we launched a RFP to identify a solution selling and sales management training program provider to improve the skills of the sales teams in our global distributor network.

LSA Global challenged our thought process and helped us focus on the systemic factors that create a high performance sales environment first, before we focused on the more symptomatic needs of sales leadership skills training.

Their strategic approach and sales leadership programs are top notch.”

Kim Chaumillon | VP Global Talent Management | Trimble, Inc.

“This sales leadership philosophy and approach helped me find my voice as an account manager. It’s helped me consistently exceed both my professional and quota goals.“

Blake Schlukbier | Global Sales Account Manager | Red Hat

“The sales management and leadership training was phenomenal. The facilitator was excellent and exceeded expectations. Just want we needed to take our sales team to the next level.“

Paul Zytnik | General Manager | Duncan Parnell

Sales Leadership Excellence Is Critical to Drive Revenue
Based upon the assumption that front-line sales managers have the single greatest impact on a sales rep’s engagement and performance, this proven sales manager training program helps sales leaders to accelerate performance and change.

Our sales research found that sales reps who receive consistent and frequent sales coaching outperform their peers 4-to-1 in terms of sales quota attainment.

Unfortunately, we also know from sales leader simulation assessment data that most sales managers lack the leadership capability or time to effectively lead, manage, and coach their sales team. The implications are massive. CSO Insights reports that nearly half of salespeople don’t hit their sales quotas.

Description
Every high performing sales organization has one thing in common — they develop and effectively coach their sales people.

They understand that to truly change behavior they must do more than create incentive plans, send their people to business sales training classes, and send out report cards at the end of the month.

Effective sales managers are effective sales leaders and coaches.

This sales management training program provides sales leaders and sales managers with a proven methodology and the associated skills required to move the needle and double their bandwidth by becoming a strategic sales leader and coach.

Sales Leadership Focus Areas
In this proven sales management training program, sales leaders learn to create high performance by focusing on three drivers that jumpstart sales results:

Sales desire
Sales productivity
Sales capability

Learning Objectives
Based upon a proven library of over 200 sales skill development activities, participants learn how to:

Understand the three critical roles of a sales leader:
— Sales Leader
— Sales Manager
— Sales Coach
Learn a unique four-dimensional approach to measuring performance to help double your leadership bandwidth:
— Sales Desire
— Sales productivity
— Sales capability
— Sales results
Discover a proven six-step model for sales coaching that ensures alignment and results
Assess sales performance and prioritize sales competency gaps based on customer impact
Leverage neuroscience to address the four emotional barriers to change
Determine where to invest time to get the greatest return on sales coaching
Learn how customer-and employee-centric sales leaders drive higher employee engagement

Target Audience
Sales leaders and sales managers with direct reports who want to maximize their effectiveness and help their sales teams to perform at their peak.

To learn more about how our sales leadership training programs we have helped sales leaders increase revenue and margins or to speak with an LSA Expert to learn more about the sales training and coaching options for your company, please contact us.

Related Information

In an effort to establish a solid foundation of consultative selling skills for our client-facing teams that can be built on over time, we engaged with LSA Global. By understanding our business and our markets, LSA Global was able to design and deliver the relevant sales skills, tools, and processes that have established the foundation for our future success.

We are extremely satisfied with our decision to work with LSA. Thank you!.”

Kevin Wiley
Chief Operating Officer

From beginning to end, LSA was as invested in making sure the program succeeded as we were. They not only met the needs of our sales organization, but they helped us meet our very tight launch deadline.

The consultant operated with the sense of urgency necessary to ensure that we were ready to roll the business sales training program in a way that made sense.

Without their dedication and sales expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

Erin Surprise
PHR, Manager - L & D

We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed.

The custom strategy and design session exceeded our expectations. They really understood our business and delivered within tight time frames. They were the best I have seen for this type of complex, visible, and strategic work.

LSA’s ability to get a group of 20+ executives from around the globe on the same page, push their thinking to new heights, and ensure an executable plan was excellent.

I would recommend LSA to anyone looking to take their strategy and strategic execution to the next level.

Rob Sturgeon
EVP Client Delivery

Originally, we launched a RFP to partner with a sales training provider to improve the sales skills of our global distributor network.

LSA Global challenged our thinking by suggesting we focus on the systemic sales strategy, culture, and talent factors that create sales success before we invested in the more symptomatic needs of sales skills and knowledge.

LSA Global identified the critical strategic actions to improve overall sales performance and then designed and delivered world class business sales training across the globe to help increase revenue and margin.

I’m so happy we took a more strategic approach to sales performance with LSA. Thank you for making this fit our culture.

Kim Benson
Director Human Resources

LSA Global’s sales negotiation training and assessment process provided the sales negotiation tools and practices that have significantly enhanced our negotiations process. Their facilitators understood our business, its challenges, and framed the learning in a way that we understood.

I am very happy with the value we have received and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

We recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology.

So far, the results from the business sales training have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.”

We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force.

Patrick Arnold
President

We hired LSA to help align our sales strategy with our business strategy to sustain our hardware business while driving high growth in software and services. LSA’s ability to measure our level of strategic alignment, pinpoint areas of leverage, and get the entire executive sales team to agree upon what matters most exceeded our expectations.

I would recommend them to any sales leader who wants to drive sales performance.

Dan Dica
SVP Worldwide Sales

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to our specific. The preparation and energy was very apparent. The facilitator did a great job keeping everyone engaged and focused on what mattered most to our success.

I am very pleased with the results and like the very relevant and applicable sales negotiations tools. Great job!

Jack Lord
Vice President of Sales

Seagate has always found LSA to be a highly valuable consulting, training, and coaching resource.

The recent business sales training programs they’ve delivered for Seagate University have been the right solution, of highest of quality, and highly customized to our unique business and culture.

I would highly recommend LSA to any company interested in offering top notch learning solutions that make a difference.

Tammy Dujmovich
Sales, Marketing & Customer Service

We engaged with LSA Global to help our sales team identify opportunities to accelerate our commitment to sales excellence. The facilitator’s shared passion for our goals created a foundation for sales skill adoption, as did LSA’s keen understanding of our unique business environment.

This insight allowed LSA to deliver customized and impactful business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the sales models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts.

Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create equitable contracts, while preserving and strengthening our supplier relationships.

LSA Global not only provided our team with the skills to negotiate effectively and consistently, but we further expanded our relationship to include consulting around our negotiations’ process, measurement of our negotiations, and one-on-one coaching for our team members. We are very pleased with the result of our partnership with LSA Global.

Vivian Mackintosh
Vice President of Materiel

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to business sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning, and retention.

This critical project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

PMO and Outside Sales Operations
Senior Vice President

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goals.

Their leadership, management, and sales expertise has been invaluable. They think strategically and provide a results driven plan – not just a temporary fix.

They are great to work with, and even more importantly, they “get it!”

David Fiano
Director of Merchandising

LSA always delivers the right sales and sales management solutions to meet our unique needs. I especially appreciate their ability to deeply understand our business and our culture so that they can design the most valuable and impactful outcomes for us and our clients.

Sarah Parks
Senior Project Manager