Leadership Development Programmes from
The Sales Consultancy
Enabling Sales Leaders to succeed in a fast changing world
Developing Sales Leaders for a world after Covid
Four superb Leadership Development programmes to take Sales Leaders to the next level – and several levels beyond!
These are our typical Leadership Programmes. Choose any or all of these, or work with us to create a
bespoke programme to address your specific Leadership Development needs
Leadership Programme 1
Developing Your Leadership Mindset
Ensuring self-belief, confidence, resilience and focus are in place to create high performing Sales Leaders leading successful sales teams
Key Pillars of Leadership Mindset
A Sales Leader needs a winning mindset. This programme centres on building self-belief, confidence, resilience, focus…
and more
Transforming Sales Leaders
Having a winning leadership mindset in place transforms leaders, their team – and results. Ensuring today’s Sales Leaders are tomorrow’s champions.
Choice of Learning Formats
Available either live in the room, live virtual, via eLearning, or a blend of each!
Module 1
Welcome to Developing Your Leadership Mindset
This course outlines this Leadership programme and sets the scene for the courses to follow. There are tips on how to prepare for effective learning and how to gain maximum benefit from the concepts, techniques and skills that will be presented throughout the programme.
Module 2
Where Are You Now?
This course invites you to take stock before you dive in to the programme. You’ll be invited to reflect on where you are, how you are, and your preparedness to succeed in leading a team in the most challenging economic times for 300 years.
Module 3
Your Leadership Goals and Mission
What’s your Sales Leadership Mission? What legacy do you want to leave? What do you want to be known for? In this course you’ll develop your personal Leadership Mission…and develop goals to achieve it. You’ll identify what could get in the way of your success – and how to respond.
Module 4
How Your Thinking Impacts Your Results
Discover the crucial TFAR concept and explore how your own thinking patterns could be sabotaging your success – and that of your team. Learn how to develop yourself and your team by replacing these negative thinking patterns with positive trigger thoughts.
Module 5
Showing Up to Win
In your role you can’t just turn up, you have to SHOW UP…positive, driven, fully engaged, with no distractions. How you show up impacts everything. It’s the same for each of your team. This course explores ways you can SHOW UP every day – and make sure they do too.
Module 6
Taking Your Team Beyond The Comfort Zone
In this course you’ll explore your personal Comfort Zone, how it traps you and stops your progress. You’ll also discover how to recognise when your team members are trapped in their comfort zones. And you’ll learn how to take yourself and your team out of the Comfort Zone to improve skills, confidence and results.
Module 7
Escaping The Valley of Reasons and Excuses
Anyone stranded in The Valley of Reasons and Excuses will struggle to progress. Here, discover what ‘The Valley’ is and how to recognise it in yourself and others. Crucially, learn the tools to get you and your team back on track and surging towards success.
Module 8
How Your Beliefs Shape Your Success
Your beliefs will dictate how successful you’ll become. In this course you’ll discover – and closely examine – those hidden and not so hidden negative beliefs that are stopping you becoming a great leader. You’ll then begin to recognise how these negative beliefs are at play amongst your team too.
Module 9
Eliminating Negative Beliefs In You And Your Team
This course contains a full demonstration of how to bust forever those personal negative beliefs that have been holding you back – and install powerful, empowering beliefs, increasing confidence, resilience and self-belief in their place. You’ll get to know how to identify negative beliefs within your team and how to help eliminate them.
Module 10
Developing Solution-Focussed Mindsets in Your Team
You don’t get what you want in life…you get what you focus on! Here you’ll focus on tools to help build a solution-focussed mindset – in you and your team. Afterwards you’re guaranteed to deliver more positive outcomes by demonstrating a different approach to the challenges that come up.
Module 11
Programme Review and Assessment
This course is about action and accountability. Time to pause, reflect and assess how you’ve understood and applied the concepts and techniques covered in this programme. What evidence and examples can you offer? Finishes with a comprehensive knowledge check.
Module 12
Congratulations!
A quick round up to end the programme and to what to consider as a next move to promote your ongoing development.
Your Training Delivery Choices
Whatever your training need we’ve got it covered. Whichever Leadership Development
programme you choose,
you can have it delivered in your preferred format, or even a blended mix of formats…
Leadership Programme 2
Inspiring Your Sales Team to Success
Sales Leaders need to know, understand, motivate, nurture and ultimately inspire each of their team if they are to succeed together. This programme ensures sales leaders gain the know-how to produce winning mindsets in their team.
Connect, Motivate, Inspire, Achieve
Transforming competent managers into exceptional leaders capable of getting the best from any sales team
Choose Your Learning Format
Available either live in the room, live virtual, via eLearning, or a blend of each!
The Ultimate Leader's Companion
Leadership etiquette, guidance, long-established leadership principles… and up to the minute skills.
Module 1
Welcome to Inspiring Your Sales team to Success
Welcoming you to the programme and setting the scene for the courses to follow. There are tips on how to prepare for effective learning and how to gain maximum benefit from the concepts, techniques and skills that will be presented throughout the programme.
Module 2
Discovering how we Absorb Information
Each one of us processes and absorbs information through our 5 senses, with one of these senses emerging as a preference that works best for us. This course helps you discover your preferred ‘Representational System’ – and explains how you can easily identify the preferred Representational System of your team, colleagues and customers.
Module 3
Maximising the power of Representational Systems
Learn how to maximise the power of Representational Systems. How you can use them to inspire your team, communicate more effectively with your colleagues, and improve relationships with your customers.
Module 4
Using Maps to Lead Your Team
We each have our own way of perceiving the world…this is called our ‘Map’. It’s as unique as our DNA. This course explains how you can transform your communications with your team by identifying and responding to their Maps. You’ll also be able to assess how your team use Maps to create more and better customer relationships – and more sales.
Module 5
Developing Exceptional Leadership Etiquette
This course is all about developing the Leadership Etiquette you should demonstrate if you want to maximise your potential. You’ll explore the attributes of a great leader, how you stack up so far, and what skills and etiquette you’ll need to lead your team to success
Module 6
Improving the Art of Rapport
In rapport you can achieve anything! This course covers advanced rapport techniques, with customers but also crucially with your team. By the end of the course you’ll be able to easily identify when your team members are struggling to get into rapport, and know exactly what to do to help and support them.
Module 7
Inspiring Your Team to Deliver your Mission and Values
Your Company Mission should not just be a plaque on the office wall. A great Leader connects the team directly into that mission – and brings it to life. This course ensures sales leaders are taking the big picture and ensuring their sales teams are living the mission and values every day.
Module 8
Managing Morale and Creating Happiness
Happy sales people make more sales – Havard research suggest 37% more sales! This course lays out how to maintain peak happiness levels in your team. It addresses how you can help your team recover quickly from any dips in mood and morale.
Module 9
Programme Review and Assessment
This course is about action and accountability. Time to pause, reflect and assess how you’ve understood and applied the concepts and techniques covered in this programme. What evidence and examples can you offer? Finishes with a comprehensive knowledge check.
Module 10
Congratulations!
A quick round up to end the programme and to what to consider as a next move to promote your ongoing development.
Your Training Delivery Choices
Whatever your training need we’ve got it covered. Whichever Leadership Development
programme you choose,
you can have it delivered in your preferred format, or even a blended mix of formats…
Leadership Programme 3
Managing Your Sales Team to Victory
An indispensable treasure chest of courses, guidelines, tips and all-round tool kit of a programme that any Sales Leader will want as they tackle their key responsibility of maximising the performance of each of their sales team.
Team Management Essentials
A brilliant set of courses to help you unleash your high performers, show tough love with the strugglers + transform those in between
Coach, Motivate, Communicate
All the skills to help sales leaders create a thriving coaching and support culture where team members learn, develop and become the very best person they can be
Live, Virtual and eLearning options
Available either live in the room, live virtual, via eLearning, or a blend of each!
Module 1
Welcome to Managing Your Sales Team to Victory
Welcoming you to the programme and setting the scene for the courses to follow. There are tips on how to prepare for effective learning and how to gain maximum benefit from the concepts, techniques and skills that will be presented throughout the programme.
Module 2
The 5 Keys to Leadership Success
Discover the 5 Keys to Success and how you can use them to increase your personal success. You’ll also learn how to use these with your sales people to grow their skills and sales. PS the 5 Keys work brilliantly in ALL areas of your life!
Module 3
Prioritising Your Sales and Leadership Activities
What to do first? This course will show you how to differentiate your IPA’s from your FBI’s and how this will ensure you’re more effective and therefore more successful in your role. You’ll be able to recognise weaknesses in the prioritising skills of your team – and help them tweak their activities to get more of the right things done.
Module 4
Managing your team using the 10 – 80 – 10 principle
You can’t lead or manage via a sheep dip approach anymore. So who amongst your team can add the most value? Who offers you the most improvement in the coming months? And which team members can’t or won’t improve, no matter what effort you make? All is revealed in this course.
Module 5
Coaching Your Team
One of your primary roles as a leader is to coach and develop your team to consistently achieve sales and personal objectives in a way that’s right for them…for your customers…and for your company. This course offers the crucial foundations to successful coaching and will enable any sales leader to resolve their challenges, improve all round performance and increase sales.
Module 6
Supporting Your Team’s Learning
Discover why training on its own simply isn’t enough to develop your team. No matter how good the training is…you need to support and encourage individuals through the process of training, change – and increase the impact of their training and development
Module 7
Delivering Effective Feedback to Your Team
Giving give effective feedback, at the right time, in the right place, is crucial if your team is to advance. This course describes the various types of feedback and which type is best for each situation and Sales Leader will encounter. You’ll be taken through the various steps required for giving all types of feedback.
Module 8
Handling Difficult Conversations
Avoiding those potentially tricky conversations is the reason many otherwise competent Sales Leaders never reach anything like their full potential. In this course you’ll discover our 4-stage framework for approaching, conducting and succeeding in those difficult yet important discussions.
Module 9
Delivering Great Sales Meetings
Conducting a sales meeting is an art – done properly and you build respect, motivate the team and increase their potential to smash their targets. And yet a sales meeting done badly can do much more harm than good. This course gives valuable guidance on the do’s and don’ts for various types of Sales Meetings.
Module 10
Managing Your Underperformers
A Sales leader can inherit underperforming sales execs, or a sales exec’s performance can deteriorate over time. Sometimes the recruitment process fails. It’s up to the Sales Leader to resolve each of these scenarios. In this course you’ll learn how.
Module 11
Introducing Meta-Programmes
This course explains what Meta-Programmes are and how important they are. They impact on how you think, how your team members think, customers too. Understand and applying Meta-Programmes in your life and career will transform your personal and professional success
Module 12
Utilising Towards and Away-From Preferences
This Towards and Away-From Meta Programme determines how people are motivated. And once sales leaders illicit their team’s Towards or Away-From preference, they unlock the potential to inspire and motivate them in a much more powerful way.
Module 13
Utilising Internal and External Preferences
This Meta Programme determines how people are influenced. In this course you’ll learn how to recognise what approach to take with each individual in your team; how to influence their thinking to keep them on track to growing their sales!
Module 14
Utilising Options and Procedures Preferences
Knowing whether your team members are likely to closely follow the sales process or be ever willing to veer from it is leadership gold dust. Once you establish their preference, you tweak your communication and suddenly you’ll find them happier, easier to manage and easier to motivate. This course shows you how.
Module 15
Utilising Sameness and Difference Preferences
Are your Sales Execs happy with routine? Or inspired by change and variety? Knowing their preference allows you to either keep it safe and secure…or spice it up with constant challenge and variety. This course gives you quick tips to ascertain your team’s preference and the language to use to increase rapport with everyone, whatever their preference
Module 16
Utilising Small Detail and Big Picture Preferences
This Meta Programme causes the most friction when preferences are at opposite ends of this continuum. You’ll have both types in your team and as a leader, it’s crucial to match your approach to that of every individual in your team. Once you do that, team cohesion and motivation increases – and so do the sales.
Module 17
Programme Review and Assessment
This course is about action and accountability. Time to pause, reflect and assess how you’ve understood and applied the concepts and techniques covered in this programme. What evidence and examples can you offer? Finishes with a comprehensive knowledge check.
Module 18
Congratulations!
A quick round up to end the programme and to what to consider as a next move to promote your ongoing development.
Your Training Delivery Choices
Whatever your training need we’ve got it covered. Whichever Leadership Development
programme you choose,
you can have it delivered in your preferred format, or even a blended mix of formats…
Leadership Programme 4
Leadership Growth Mindset Development
The best Sales Leaders demonstrate a Winning Growth Mindset – always! This programme explores each of the seven crucial Growth Mindset traits all successful Sales Leaders require – and how to develop them. The ultimate personal development strategy for sales leaders.
Strategies for Sales Leaders
The 7 Key Principles of Growth Mindset Leadership.
Mindset, Progression, Evolution
We are transitioning from a knowledge to a wisdom-based economy. It’s no longer about what you know… it’s about what you do with what you know
Choice of Learning Formats
Available either live in the room, live virtual, via eLearning, or a blend of each!
Module 1
Welcome to Leadership Growth Mindset Development
Welcoming you to the programme and setting the scene for the courses to follow. There are tips on how to prepare for effective learning and how to gain maximum benefit from the concepts, techniques and skills that will be presented throughout the programme.
Module 2
How Curious Are You?
This course explores how sales leaders can develop and utilise the art of curiosity and open mindedness when it comes to developing a successful team. You’ll learn the latest mindset leadership and integration strategies. How to stay on top of your game and lead from the front
Module 3
Get Comfortable with Being Uncomfortable
Uncertainty is permanent, so how can you embrace uncertainly and develop opportunities? How can a leader get buy in from their team to ensure they adapt and thrive in an uncertain working environment? This course explores how to lead in an era of unpredictability and constant challenge.
Module 4
Developing Strong Situational Awareness
This course focuses on how exceptional leaders gain a deeper appreciation of any situation beyond what is immediately obvious. You’ll cover how to critically explore new possibilities and utilise those expanded understandings to achieve sales and business outcomes
Module 5
Ownership and Accountability
In this course you’ll explore how taking ownership plays out in terms of your actions and your team’s response. You’ll learn how to eliminate complacency and mediocrity in both you and your team, and the honesty required in discovering your own contribution to poor results.
Module 6
You Grow, They Grow
Learn how today’s sales leaders create environments of greater intimacy where the leader and each team member grow together. How a leader can utilise everyone’s individual strengths and weaknesses to galvanise performance and produce collective achievement.
Module 7
Collaborate to Create Bigger Opportunities
Here, Sales Leaders discover how to break down those silos that exist in so many organisations – and grow the opportunities that arise as a result. It’s all about building relationships, inclusivity and growing sales with that entrepreneurial mindset.
Module 8
Focusing on Your Team
This course is all about developing your ability to inspire your team beyond where they currently are. How do you build their trust in you? How do you get to be remembered by your team as a wonderful leader?
Module 9
Programme Review and Assessment
This course is about action and accountability. Time to pause, reflect and assess how you’ve understood and applied the concepts and techniques covered in this programme. What evidence and examples can you offer? Finishes with a comprehensive knowledge check.
Module 10
Congratulations!
A quick round up to end the programme and to what to consider as a next move to promote your ongoing development.
Your Training Delivery Choices
Whatever your training need we’ve got it covered. Whichever Leadership Development
programme you choose,
you can have it delivered in your preferred format, or even a blended mix of formats…
