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

LSA custom designed and delivered the best sales training session that I have ever attended. They focused on our industry, our customers, and our competitors. The materials and facilitators were world class. They were passionate about helping our global sales force understand the fundamentals necessary to be successful and not leave money on the table. I recommend them to any sales force looking to drive profitable revenue and beat the competition.

Carl Dickenson
Sales

Cutera

We turned to LSA Global to help us take our executive selling and solution selling skills to the next level. Their ability to formally assess our situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative – has been outstanding. LSA delivers the full solution; not just sales training.  I recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.

Daniel Heckman
Director of Sales-Enterprise Accounts

Avid

LSA is an excellent training outsource partner! They listen to our needs, are responsive and work at a pace that keeps up with ours. We have found LSA to bring strategic and innovative solutions to meet our business problems by partnering effectively with our staff. I consider them to be an external extension of our team.

Wendy Chinn
Sr. Director, Global Sales Enablement

For the past 5 years 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 content and lessons engaging and relevant. We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

Seagate

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 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

Service Source

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.

Phil Rosenberg
Senior Vice President of Sales

LSA Global demonstrated expertise in the sales leadership subject matter, spent the time to make sure the objectives were clear, and showed flexibility in shaping the session and sustaining it. Their facilitator “MEDRADized” the session, looked beyond the obvious, was enthusiastic, was able to keep people’s attention, made it enjoyable, and got the key points across.

Doug Stantial
North America Sales Training Manager

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 develop and deliver the relevant skills, tools and processes that have established the foundation for our future success. We are very satisfied with our decision.”

Kevin Wiley
Chief Operating Officer

Nelnet

This was our first experience working with LSA, and we were not disappointed. From beginning to end, they were as invested in making sure the program succeeded as we were. They not only met the needs of our organization, but they helped us meet our very tight launch deadline. The consultant operated with the sense of urgency necessary to ensure that by the end of the training the trainer sessions we were ready to roll the program immediately out. Without their dedication and 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

The introduction and continuous reinforcement of the MEDRAD objectives, vision, and mission was very impressive. By the end of the session, a large majority of the audience understood and was openly able to verbalize these items. LSA did a wonderful job introducing the importance of sales coaching and reinforcement and was able to keep the groups focused.

Cindy Steffen
National Manager, Telesales

We engaged with LSA Global to help our team identify opportunities to accelerate our commitment to sales excellence as “The Service Revenue Performance Company” in our market place. 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 business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

Service Source

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

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

LSA Global’s negotiation training assessment and workshop provided 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 from this program, and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

Service Source

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, Employee Engagement and Instructional Design. They have consistently met or exceeded my (very) high expectations and are always responsive to my needs.

Mike Normant
Senior Director, Training & Development

Service Source

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