Sales Management Training Program for Sales Leaders

How to Develop Effective Sales Leaders

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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 (Benson) Chaumillon | VP Global Talent Management | Trimble, Inc.

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 found that most sales managers lack the leadership capability or time to effectively motivate and coach their sales team. 

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.

3 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 performance:

  • Desire
  • Productivity
  • Capability

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

  • Understand the three roles of a sales leader: Sales Leader, Sales Coach, and Sales Manager
  • Learn a unique four-dimensional approach to measuring performance to help double your leadership bandwidth: Desire, Productivity, Capability, and 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, sales managers, and sales distribution partners with direct reports who want 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

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

Space Systems Loral

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

Nelnet

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

Blackhawk Network

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

LSA always designs and delivers top quality sales and customer service solutions.

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

Seagate

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time with ‘best in class’ solutions to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile.

They truly understand the meaning of customer delight.  Thank you!

Amy Walker
Manager

Seagate

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

Service Source

LSA Global demonstrated excellent expertise in sales and sales leadership, spent the time required to make sure the objectives were clear, and showed flexibility in shaping and sustaining everything that they did.

They “MEDRADized” the session to meet our unique needs, looked beyond the obvious, and got the key points across in a way that made sense.  Thank you!

Doug Stantial
North America Sales Training Manager

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

The sales strategy and goal setting session was right on target. It was a very valuable process that I highly recommend to any sales team looking to increase performance.

Thank you LSA Global!

Phil Rosenberg
Senior Vice President of Sales

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

Service Source

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

Service Source

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

Filice

We engaged with LSA Global to deliver a custom sales territory planning and management workshop. They have a unique ability to quickly understand our business and needs. This keen understanding allowed for a solution that was specific and impactful.

Their facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a true sales partner.

Pratiksha Patel
Assistant Vice President Talent

L'Oreal

LSA Global has been a great partner in helping us move toward being “the leading developer of talent in the service performance management industry.”

I have engaged LSA to help develop best-in-class programs in the areas of: Executive On-boarding, Manager Training, Sales Training and Coaching, Employee Engagement, and Instructional Design.

They have consistently met or exceeded my (very) high expectations and are always responsive to my needs to increase performance, engagement, customer satisfaction, and sales growth.

Mike Normant
Senior Director, Training & Development

Service Source

LSA has consistently delivered top notch value to Seagate’s Corporate University Program. The level of facilitator involvement and continuous program evolution has kept the sales negotiation training engaging, relevant, and impactful.

We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

Seagate

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