The Boardroom DEVELOPING SALES LEADERS.

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2 Developing Sales Leaders The Boardroom are a best practice sales and sales leadership Assessment and Development Programme, providing high value client-centric solutions to companies from all sectors across the UK and internationally. These services include: Assessment Centres Our Sales and Sales Leadership Assessment Centres are designed to evaluate skill, behaviour and motivation. Evaluations are based on the core competencies of the role and in-line with your corporate values and objectives. Training & Development Programmes We deliver leading edge Sales and Sales Leadership training, coaching and mentoring in a highly participative, challenging and enjoyable environment, which will provide your sales people, managers and directors with practical, relevant and valuable skills to implement immediately into the workplace. Strategic Consultancy We can support and guide you in key areas such as sales talent management and retention; sales process; recruitment & evaluation process; commission schemes; team dynamics; team motivation; and retaining and developing key customers.

3 Training & Development Leadership Training Sales Training Personal Development One-to-One Coaching Mentoring The Boardroom UK and international Sales & Leadership expertise Strategic Consultancy Recruitment Process Sales Process Team Dynamics Talent Management Assessment & Evaluation Psychometrics Case Studies Experiential Learning Behavioural & Motivational analysis

4 Contents Services Overview Sales & Leadership Assessment Sales & Leadership Training Strategic Consultancy Case Study

5 Services Overview An overview of our core services The Boardroom are a best practice sales and sales leadership Assessment and Development consultancy, providing high value sales specific solutions to companies from a broad range of industries, across the UK and internationally. We can assist you in all areas of your sales function. We can help you recruit the best sales and leadership talent; objectively evaluate the skills and behaviours of your sales and management teams; train and develop your sales people; coach and mentor your senior management team; and advise and guide you on your commission scheme, recruitment strategy, sales process and talent management policy. Each area of our service can be completely tailored to your business, industry and specific needs and objectives. You can select any one of the individual service areas listed below, or utilise our holistic approach as a complete package. These are our core services: Sales & Leadership Assessment Centres Sales specific Assessment Centres designed to evaluate the skills, behaviours and motivation levels of your sales people. The assessment workshops are based on the core competencies of the sales role and in-line with your corporate values and objectives. The sessions are challenging, realistic and relevant. Sales & Leadership Training Best Practice Sales and Sales Leadership training and coaching, in a highly participative, challenging but enjoyable environment. These sessions will provide your sales people, managers and leaders with practical, relevant and valuable skills to take back and implement into the workplace immediately. Strategic Sales Consultancy We can support and guide you in key areas such as sales talent management; creating or improving your sales process; improving your recruitment process; designing your commission scheme; assessing and improving team dynamics and motivation levels; retaining and growing your best customers through strategic key account planning.

6 Assessment Centres Sales & sales leadership evaluation Why use sales & leadership Assessment Centres? Whether you are recruiting new sales people, re-structuring your sales function, redefining key sales roles, searching for your next sales manager or trying to identify future sales leadership talent within your organisation...it is essential that you have an objective, robust sales and sales leadership evaluation process to ensure that you make the right decisions both for the business and for the individual. Our Service The Boardroom specialise in the design and delivery of bespoke sales and sales leadership Assessment Centres. We use either your existing competency criteria, or work from frameworks that we have developed with you. We incorporate our best practice sales leadership evaluation model, which is based on the common behaviours of the most successful sales performers across all sectors. We work in partnership with you to ensure that each assessment centre is completely tailored to your needs. Our exercises are sales and sales management specific and based on realistic and relevant scenarios from your industry. We evaluate your people in action; this can be either with real customers and internal colleagues, or via credible and challenging case study scenarios set within the context of your business. We compliment this with psychometrics, sales specific tests, motivational analysis exercises, presentation evaluations and behavioural interviews. This approach allows the delegates to be observed in a relevant environment, and to receive upto-the-minute feedback on how their performance might be improved both during and after the Assessment Centre.

7 We are happy for our clients to retain active involvement in the assessment process, and we can provide professional assessor training where appropriate. The Boardroom adopts a flexible, professional, sales specific and client-centred approach. We are happy to offer face-to-face and written feedback, as well as executive group reporting. The Benefits You will receive an objective, sales specific evaluation of your sales people and / or sales leaders from a professional team made up of sales and leadership experts, sales trainers and occupational psychologists. Your sales people will have that evaluation benchmarked against both, best practice behaviours and your own core competencies, to identify skills gaps. You will also get an objective view of their motivation levels to form a rounded and complete assessment. With this detailed information you can decide for example: who you recruit, who you promote, who you lose, who has what accounts, who works in which team, who needs what development and how each member of your team needs to be managed. What can be included in an Assessment Centre? Sales specific observations real meetings or role-play exercises Group exercises and case studies Individual exercises and presentations Psychometric tests (ability and personality) Situational judgement and in-tray exercises Structured and semi-structured behavioural interviews Written exercises & self analysis Motivational analysis exercises Assessor training for the client

8 Training & Development Sales & sales leadership training Why use sales & leadership training development programmes? Have you ever wondered why generic sales and management courses don t work? Why is it that anything learnt on a training course invariably gets lost the moment your sales people and managers return to their busy day-to-day lives? Why do you never see real R.O.I. for the money you spend on training? The Boardroom doesn t provide a one size fits all sheep dip approach to training. Instead we do specialise in designing and delivering bespoke sales and sales leadership development programmes based on your corporate values, as well as your business and learning objectives. We work closely with you to understand your business, your industry, the role of your sales people and sales managers, the core competencies required to be successful in those roles and what specific skill gaps require filling. With this information and our vast experience of best practice skills and techniques to benchmark against, we create a programme which insures the best possible outcome for you, your sales people and your business. Our service We work in partnership with you to ensure that each programme that we deliver for you is completely tailored to your needs. Our workshops are challenging and motivational and include tailored case studies, self-analysis exercises, individual questionnaires and group discussions / presentations. We typically use a combination of participative training workshops, one-to-one coaching, bite-sized learning seminars and mentoring sessions. We spend time with your sales team / managers to fully understand the role, your organisation and your sector. This enables us to develop credible and challenging sales and sales management case studies and exercises set within the context of your business. We then compliment this with proven sales and management exercises, tools and techniques which are based on cross-industry best practice sales and sales team management behaviours. Each delegate will receive both a pre and post programme briefing which ensures that they have a complete and personalised Action &

9 Development Plan which links their specific learning objectives to both the training programme and to their own set of post-course actions and targets. The benefits The Boardroom s unique and highly effective approach means that your sales people and sales leaders will leave the programme with skills that are immediately transferable into the workplace and that tie-in completely with their own development plans and future aspirations. Your sales people and managers will be skilled, focussed and motivated to succeed, delivering you and your business, real return on your investment. What type of courses do we deliver? Sales Sales training core skills Solution selling Relationship management Psychology of selling SEEK questioning skills Key account management Global account management Negotiation skills Advanced negotiation Exhibition selling Time management Sales Leadership Sales management core skills Sales management advanced Directing a sales team Motivating a sales team Finance for sales directors Personal Development Powerful presentations Public speaking skills Communication skills Prioritisation and goal setting

10 Strategic Consultancy Sales specific consultancy Why use strategic consultancy to help your sales function? In challenging and demanding economic conditions it is critical that Sales Directors, Managing Directors, HR Directors and business owners have an objective perspective on the condition of their sales function. It is very important that this objective view comes from an experienced, qualified and credible team of sales leadership professionals. People who have worked in every aspect of the sales function and who have recruited developed and led teams successfully in both growth periods and in periods of economic uncertainty. The Boardroom has a team of highly experienced sales leadership professionals who have worked internationally with some of the world s best known companies and who have managed, trained and led some of the most successful sales teams in the market. We offer strategic consultancy on a whole range of issues including advising on sales process improvement, sales planning and forecasting, key performance indicators, talent management, recruitment process, major account strategy, sales team motivation, reward and recognition and sales training & development. Our service Our highly experienced and focussed team can help you improve and develop across all areas of your sales function. Typically we work in close partnership with clients, acting not only as a proactive advisor and consultant but also as a mentor for the Sales Director, HR Director or board. We can help with anything from recruiting and training sales people, to evaluating and developing your teams, to coaching your sales managers, to helping you design your sales process, commission schemes and major account development plans.

11 We have also developed a series of easy to use Sales Management Tools which can save you lots of time and effort in developing and managing your company s sales function. These tools can, for example, help you run your own skills evaluations and sales coaching sessions. They can also improve your sales planning and forecasting and help you create robust account development and business acquisition plans. The benefits The Boardroom s highly experienced team of sales leadership professionals come from a wide cross section of industries and have led, developed and trained successful sales teams in both the UK and internationally. They have in many cases implemented sales functions, put in place new processes and developed new sales teams and account management teams from scratch. With this experience and track record, our team can give you an objective and focussed insight into best practice sales from around the world. In addition our range of sales management tools and templates will allow you to self-manage key areas of your sales function, once we have completed our assignment with you; saving you money, time and effort in the medium and long term. What type of areas can we help with? Sales process improvement Sales cycle development Sales recruitment process implementation Interview & assessment training Reward & recognition scheme design Sales team dynamics / motivational analysis Sales planning / time allocation Sales forecasting tools Major account strategy planning New business acquisition guidance Sales management toolkit Individual and team development Talent management

12 Case Study Client FTSE 100 Plc Background As part of the re-structuring of their corporate sales function, in which employees were asked to apply for new roles within the business, we were asked to design and implement a sales leadership specific Assessment Centre for the Sales Channel and Divisional Sales Managers. Objectives The purpose of the Assessment Centre was to give the Head of Sales and the HR team an objective view of the individual skills and attributes of each manager in relation to the core competencies of the new roles within the management re-structure. Therefore all exercises, presentations and tests needed to be realistic, challenging and relevant. In addition the organisation wanted to demonstrate a professional, objective and developmental approach to the way they made decisions on structure and personnel changes within the sales function. They also wanted participants to feel that the Assessment Centre was a key part of their individual development and that the results of the evaluation would help define individual development plans. Logistics The Assessment Centre was to be delivered with 8 participants per centre and include a mix of group assessment workshops, individual evaluations, participant presentations, one-to-one interviews and individual testing. The project Identification of core competencies and job descriptions for the new roles within the sales function Development of behaviourally anchored rating scales for each core competency Design of bespoke sales leadership-specific scenarios for the process Identification of appropriate psychometric and 360 degree tools to complement the process Design of exercises, role-plays and in-tray exercises

13 Production of all Assessment Centre materials / assessor training for the client Delivery of the highly participative Assessment Centres (including group workshops, individual evaluation interviews, participant presentations and testing) Management of Assessment Centre results and output Individual feedback and developmental consultancy for participants Production and presentation of the executive report and individual participant reports Consultancy meeting with Head of Sales and HR to decide new roles / re-structure based on feedback from the Assessment Centres Key Measurements The exercises were built around sales specific and client / energy sector focused scenarios. They required the participants to deal with a cross section of sales management situations and tested among other things their ability to: Make decisions Manage a team on specific tasks Motivate and inspire team members Coach individuals Counsel individuals Evaluate sales performance Solve sales / account related challenges Identify, clarify, develop and utilise the skills, ideas and abilities of others Influence others (in groups and on a one-toone basis) Deal with important internal / external stakeholders Present key messages to groups under pressure Communicate effectively with team members / customers Results As a direct result of this assessment centre the client was able to: 1. Assign roles in the new sales-function management structure 2. Identify exactly which roles they needed to recruit for externally 3. Understand (objectively) the strengths and weaknesses of their team 4. Assign sales teams to the appropriate sales managers 5. Create personal development plans for each manager based on the results 6. Implement a development programme tailored to specific training needs

14 Assessment Centre Ltd 1 Angel Court Bank London EC2R 7HJ info@theboardroomltd.co.uk