Horizons – Sales Manager to Business Leader
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 The transitions from Field Sales Manager
to Strategic Sales Management and then
to Business Leader are complex and
require a different level of thinking, and
yet good sales thinking is an essential
part of growing any business. This
programme is specifically designed to
prepare Sales Managers with the
potential to become Business Leaders to
take each step smoothly.
Target audience
- Multi-national organisations in the business to
business world
- Successful Sales Managers identified as having
the potential to become Business Leaders within
2-5 years
Benefits
- Customised design to your industry and your
organisation making the experience pragmatic
and grounded in your reality
- Specifically focussed on key transition moments
improving succession planning
- A growing community of sales professionals with
a broader perspective who can take better
decisions now and in the future
- Measurable business impact through successful
completion of projects
Features
- Modular approach to learning over a nine month
period supported by both e-learning and coach
interventions. A mixture of learning content
delivered through input, experiential learning,
case studies and projects
- Prior to each classroom module there is some
on-line learning using Harvard Mentoring System
material
- Between modules 1 and 2 there is a business
project of the participants’ choosing which will
make a difference to the business in their current
role
- Between each module and after module 3 there
is a 1:1 coaching session linked to learning and
effective project progress
- Throughout the programme there is support
through an on-line learning community, for
sharing, earning and collaborating on projects
Core content
Module 1 – Superior Sales Management
- Analysing the markets you work in: sales
context and challenges, products, and
planning and implementation
- Developing management, leadership,
coaching and motivation skills
- Understanding sales competencies and task
clarity
- Understanding the purpose of a vision
- Defining and positioning CRM
- Understanding marketing and selling more
deeply
- Recognising the lifetime value of the
customer
- Examining and defining stakeholders
Module 2 – Strategic Sales Management
- Examining the business management role
- Understanding strategy and planning systems
- Introducing finance and business cases
- Explaining distribution and channel management: developing strategy
- Examining culture, leadership and change, including change models
Module 3 – From Business Management to Business Leadership
- Being clear on the Business Leader role
- Understanding financial ratios
- Appreciating controls: KPI’s, CSF’s
- Reflecting on distribution strategy
- Understanding pricing strategy and management
- Knowing how to lead change
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