Public & In-house Programs
IDA has designed a series of Skill Development Workshops for Sales Managers. The workshops develop sales management practices identified as important in IDA’s “Sales Manager Effectiveness Research Study”. Each workshop includes:
- Pre-reading to provide baseline knowledge
- Self-assessment to identify personal gaps and focus areas
- Practical techniques and approaches which can be immediately applied at work
- Table discussions to share and learn from your peers
- A follow-up phone call (20 – 30 minutes) to help you apply new skills in role
- On-line discussion forum with workshop participants to continue learning and peer support
Learn from the Best
World class facilitators are subject matter experts and experienced Sales Leaders.
Practical ideas to quickly implement
Acquire sales management practices, techniques and templates which can be immediately applied.
Learn with the Best
Who you learn with is just as important as who you learn from. Gain insights from peers.
A follow-up call to embed new ideas
A personal follow-up-call to re-inforce key learnings and application.
Operational Sales Plan
Sydney: Friday, February 24
Melbourne: Tuesday, February 28
The Sales Manager role can be chaotic and full of distractions. Great Sales Managers maintain a laser-like focus amidst distractions by having a Sales Plan as well as ensuring their sales people create and use a Territory Plan.
These plans are living, frequently used documents to ensure focus and progress. This workshop provides practical support on how to create and manage these critical tools.
You will learn how to:
- Build a Sales Plan aligned with the business
- Stay focus amidst distractions
- Create and measure key metrics
- Identify the sales activities required to deliver sales objectives to support business results
- Identify sales performance levers
- Ensure your team create and use Territory Sales Plans
- Hold your team to account using the Accountability Progression
During the workshop, participants will start working on their Operational Sales Plan and Territory Plan template for their team.
Sydney, Tuesday, February 14
Melbourne, Wednesday, February 15
Prospecting Strategies & Pipeline Management
Sydney: February 20
Melbourne: February 21
Sales Managers are responsible for creating and maintaining a healthy sales team pipeline. This is where the Sales Manager lives.
Our sales people need high support as they are increasingly competing in a homogenised market. Great Sales Managers challenge and support their Sales Professionals to ensure they have an effective prospecting strategy to create new opportunities, and that they have a proven approach to ensure these opportunities progress through the pipeline.
This workshop provides tools and practices to assist their team create new opportunities and manage pipeline risk. During the day, Sales Managers will apply these ideas to their current team prospecting strategies and pipeline, so they leave with ideas they can immediately implement.
You will learn how to:
- Strengthen networks
- Create an effective prospecting strategy
- Target the right opportunities
- Design and implement a referral strategy
You will strengthen your ability to conduct Pipeline Reviews by learning how to:
- Assess pipeline (quantity, quality, mix, velocity, ratio, distribution)
- Identify health risks in their pipeline
- Challenge your team to remove unwinnable opportunities to focus on quality
- Create a Pipeline Playbook
Participants will leave the workshop with new practices and templates to help their team create effective prospecting strategies and a more effective approach to conduct pipeline reviews.
Sydney, Monday, February 20
Melbourne, Tuesday, February 21
High Impact Coaching
Sydney: Friday, February 24
Melbourne: Wednesday, February 22
We know that great Sales Managers are great coaches. They have the ability to challenge, guide and bring out the best in their team.
This workshop explores the three key coaching “touch points” a Sales Manager has with their team :- In Field Coaching, Structured 1:1 Meetings and Sales Team meetings. We provide practical ideas on how to optimise the effectiveness of these coaching opportunities.
You will learn how to:
- Increase levels of personal responsibility in Sales Professionals for their own development
- Identify key coaching areas for each Seller
- Conduct 1:1 meetings that lead to tangible outcomes that boost sales revenue
- Maximise in Field coaching outcomes and Seller Insights
- Run effective Sales Team meetings that build team culture and leverage group skills
Participants will leave the workshop with a commitment to apply new coaching skills, and with a draft Coaching Plan for one of their direct reports.
Sydney, Friday, February 24
Melbourne, Wednesday, February 22
Sales Team Leadership
Sydney: February 13
Melbourne: February 14
Leading a sales team is different to leading other functional areas. Sales professionals need to be motivated and focused in order to deliver sales results.
Sales Managers need to effectively balance what appears to be contracting activities :- supporting / developing their team, and also holding their team to account.
Great Sales Managers realise their ability to lead, motivate and challenge their team is what will produce extraordinary results. Their role is not to be the Super Salesperson, but to build a high performing sales team.
- Creating and leading your sales strategy
- How to motivate each sales person to unlock discretionary effort
- Holding your team to account
- Managing under performers
- Prioritisation, delegation and time management skills
- Focusing on what is important while reacting to immediate issues
You will create a Personal Action Plan on how to lead and motivate your team.
Sydney, Monday, February 13
Melbourne, Tuesday, February 14
Feedback from past participants of workshops
“Great level of engagement and interaction. High quality/experienced facilitators”
Sales Capability Manager, Major Bank
“I have taken more our of today’s workshop then any other workshop I have been on”
National Sales Manager, FMCG
“Fantastic! Engaging and thoroughly interesting – clear and concise points to follow were most helpful”
Sales Manager – On-line Services
“Table discussions very valuable to hear what others are doing, what’s ‘best practice’ and what is working / not working”
Sales Manager, Engineering
$500 (+ GST) per person per workshop
1 day workshop, facilitation, material and follow up call
Hosted at a client venue in city
Our workshops involve leading facilitators in sales management. They have delivered programs for global sales training providers and also draw upon their own experience as Sales Managers.
Mark Edwards (B.A. Hons.) is a recognised leader in sales and sales management capability development. He was the Head of Faculty and a Master Trainer for Huthwaite, and is a sales enablement facilitator for Forum. Mark has expertise in all aspects of sales management including pipeline / territory / opportunity management, assessing sales capability, sales process, performance management and coaching. A few of his clients include Canon, Telstra, Commonwealth Bank, Westpac, SingTel, Daimler Mercedes Benz and Fonterra. Mark also draws upon his earlier corporate experience as a Sales Manager at ANZ Bank.
Martin is a highly respected sales leader, executive coach and professional facilitator with over 20 years’ direct experience in sales and sales management in the global IT industry, and an additional 18 years working as coach to some of the most demanding sales and leadership teams across the globe. Past assignments include coaching sales and leadership professionals within Intel, Dell, Hewlett-Packard, KPMG, Domino’s, Emerson Power and Lafarge Holcim in Europe, the Middle East and across the Asia-Pacific region.
Susan Donovan (B.App. Sc) is a leading facilitator in sales skills, sales management and resilience. She is a Master Trainer for both Huthwaite and Achieve Global, and a highly respected facilitator in neuroscience and resilience. Her clients appreciate her ability to provide practical techniques with a focus on embedding these behaviours. A few of her clients include Novartis, Abbott Pharmaceuticals, Oracle, Stockland, Telstra, Oracle and Greenpeace.
Bob is a leading sales force effectiveness consultant and facilitator. He assists organisations to identify and implement sale strategy and capability changes to drive sales revenue growth. He has worked with companies such as Westpac, Aussie, Salmat, PMP, QANTAS, Optus, Vodafone and Stockland. Bob draws upon his analytical skills from a Science degree majoring in Computing and Mathematics and his practical sales and leadership experience in the Tech sector working for HP, a large software distributor in Europe and a startup in Australia.
Warren Kennaugh – MA Complexity, Positive Psych Cert (USyd) – is a Behavioural Strategist specialising in the development of executive capability. He works as a coach, facilitator and consultant to enable change in business results, leadership, personal engagement and career acceleration. Warren’s clients include J&J, Freehills, DMO (Dept of Defence) and ANZ Bank. He is also a global sports psychology specialist working with players on the PGA Golf Tour, the Australian Cricketers Association and the Australian Wallabies.
Andrew Treharne (B.Ec) is one of the few people who has achieved significant success as both a corporate leader and a facilitator / coach. Andrew’s corporate career includes Sales & Marketing Manager roles at IBM and Vice-President, Asia/Pacific roles for telecommunication companies ADC and UT Starcom with overall responsibility for revenue, operations and profit. For the last 12 years, Andrew has facilitated, coached and consulted world-wide on sales enablement for clients such as IBM, Oracle, Samsung and Avnet.
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