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Who I am

 

I collaborate with a small group of trusted colleagues, working on specific projects in organisations committed to achieving results with engaged people, motivated individuals and high-performing teams.

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Why Sales Management Training?

Many Sales Managers are great sales people, passionate about their customers, leading by example and through instinct. This gets them some success. I wonder how much more could be achieved if they lifted their leadership capability?

The reality is that many Sales managers invest in technical sales skills for their teams, but neglect their own leadership development.

Research shows that developing Leaders has a multiplying effect as they create the culture and manage the business processes that enable their salespeople to flourish and grow sales. There is strong evidence that the top performing leaders deliver results that are 200 X + ROI compared to average leaders. Below average leaders actually cost their organisations. Businesses are experiencing expanding competition, accelerating pace of change, mind-numbing complexity, and increasing instability.  Working with leaders I see a growing gap between the rate at which complexity is increasing and their own capacity to lead. What they did to get success in the past will not be enough to succeed in the future.

So why Sales Leadership? Why not send Sales leaders on one of the many Leadership programmes on offer?

Sales leadership requires a unique blend of knowledge, skills and capability. They need to have robust processes that enable their sales people to flourish and not be constrained. Delivering to the business needs, generating sales with good GP, managing customer and business expectations.  The success of businesses relies heavily on the Sales Team. They manage the critical interfaces between customers, sales people and their business. I believe Sales Leaders are best served by attending a program that uses the best of leadership development delivered in a context of the sales environment.

Sales managers often work in isolation of other sales managers. There is value in connecting with peers in other organisations in different industries. Having the opportunity to share ideas and learn from each other in a confidential environment.

So what do I offer that is unique? I can draw on over 20 years experiences as a sales person, a sales leader and a developer of leaders. The program has at its foundational the best of what has been learned over the last half century about leadership development and global sales research adapted for the NZ sales environment.

For the first time in NZ in 2015 I am offering LEADING @ SALES. This small cohort based program is designed for busy sales managers it includes 8 months of hard hitting relevant topics, commitment to actions supported with coaching. It will lift the leadership effectiveness of sales leaders, and in turn the sales capability and results of your sales team.

Places are limited to 10 people from non competing companies.

Please contact me to discuss your requirements and explore if this programme is a useful investment for you and your business.