Develop your Strategic foundations

To drive better conversations and consistent activity

Our foundational documents, the one page sales plan and one page sales process have driven the success of hundreds of our clients.

This course walks you through the use of these documents to gain clarity around goals and how they can be achieved. You can use these to lead your team to consistent results and get an edge on your competition.

Video

Overview

  • Rationale

    In the 21st century and a global world we face both enormous competition and potential client bases. Companies have huge prospecting possibilities, but if they focus on everything, they focus on nothing. In this environment it is more important than ever to have a plan and process that provides laser like focus on both your key target markets and the activity needed to secure clients in these target markets.

  • Problem

    It's more important than ever to have a strategy and stay focused on executing it. But often plans and processes in organisations are too long and excessively complicated. Hence, they are not followed and their aims not achieved. Developing these plans is expensive and not following them even more of a cost to the business. How can businesses create strategies with enough depth to be useful, but enough elegance to be easily followed?

  • Developed by experts

    This course was developed by experts of sales leadership and development. Their methods have been at the foundation of hundreds of millions of dollars of growth in hundreds of companies. They bring up to date insights and knowledge spanning decades of strategy, leadership and sales experience.

Outcomes

While completing this course you can expect to:

  • Understand your perfect client and why they would buy from you

  • Gain clarity on the right numbers and KPI’s to grow market share

  • Develop Strategic Messaging so you can secure high-quality clients

  • Align your team’s behavioural activity for predictable results

  • Leverage a battle tested sales process, that will help you team sell in any economic conditions

Course curriculum

  • 1

    Sales Leadership & Management Academy V3

    • Menu

    • Introduction to SLMA
  • 2

    Strategy

    • 1a. One Page Sales Plan Download

    • 1. Introduction to Strategy Video

    • 2. Know Your Numbers (Part 1) Video

    • 3. Know Your Numbers (Part 2) Video

    • 4. Know Your Numbers (Part 3) Video

    • 5. Know Your Leading Activity Video

    • 6. Know Your Target (Part 1) Video

    • 7. Know Your Target (Part 2) Video

    • 8. Key Penetration Strategy Video

    • 9. Know Your Strategic Messaging (Part 1) Video

    • 10. Know Your Strategic Messaging (Part 2) Video

    • 11. Know Your Strategic Messaging (Part 3) Video

    • 12. Strategic Execution Video

    • 13. Why Have a Sales Process Video

    • 13a. Sales Process Download

    • 14. Build a Milestone Centric Sales Process Video

    • 15. Key Motivation Milestone (Part 1) Video

    • 16. Key Motivation Milestone (Part 2) Video

    • 17. Key Motivation Milestone (Part 3) Video

    • 18. Prescribing Solutions for Pain (Part 1) Video

    • 19. Prescribing Solutions for Pain (Part 2) Video

    • 20. The Closing Phase Video

    • 21. Applying Account Management Video

    • 22. Everything Surrounds Your Process Video

    • 23. Ramping Up- FAST Video

    • Strategy Bonus Video 1

    • Strategy Bonus Video 2

    • Strategy Bonus Video 3

    • Strategy Bonus Video 4
  • 3

    Accountability

    • 24. How to Set Budgets (Part 1)

    • 24a. Budget Setting Model Excel

    • 25. How to Set Budgets (Part 2)

    • 26. How to Manage Your Pipeline and Forecast

    • 27. Pipeline Levers for Rapid Growth

    • 28. Client Information You Need (Part 1)

    • 29. Client Information You Need (Part 2)

    • 30. How to Hold Your Team Accountable With Crucial Metrics

    • 31. How to Hold Your Team Accountable With 1on1s

    • 32. How to Conduct 1on1s
  • 4

    Leadership & Self Awareness

    • 33. What is Leadership?

    • 34. Qualities of Great Leaders (Part 1)

    • 35. Qualities of Great Leaders (Part 2)

    • 36. Qualities of Great Leaders (Part 3)

    • 37. Great Leaders are Self Aware

    • 38. Self Awareness and Your Blind Spot (part 1)

    • 39. Self Awareness and Your Blind Spot (part 2)

    • 40. Self Awareness and Your Power to Choose (Part 1)

    • 41. Self Awareness and Your Power to Choose (Part 2)

    • 42. Self Awareness and Your Power to Choose (Part 3)

    • 43. Self Awareness & Psychological Weaknesses (Part 1)

    • 44. Self Awareness & Psychological Weaknesses (Part 2)

    • 45. Self Awareness & Psychological Weaknesses (Part 3)

    • 46. Self Awareness & Psychological Weaknesses (Part 4)

    • 47. Self Awareness & Psychological Weaknesses (Part 5)

    • 48. Self Awareness & Psychological Weaknesses (Part 6)

    • 49. Self Awareness & Psychological Weaknesses (Part 7)

    • 50. The 4 Styles of Leadership (Part 1)

    • 51. The 4 Styles of Leadership (Part 2)
  • 5

    Coaching

    • 52. Why Great Leaders are Great Coaches

    • 53. Why Great Leaders are Great Coaches - Part 2

    • 54. Coaching Fundamentals. The Socratic Method - Part 1

    • 55. Coaching Fundamentals. The Socratic Method - Part 2

    • 56. Coaching Fundamentals - Using Evaluations to Target Coaching

    • 57. Coaching Fundamentals - Types of Coaching

    • 58. Pre & Post Call Coaching

    • 59. In-Field Coaching

    • 60. In-Field Coaching - Win/Learn/Change Demonstrated

    • 61. GROW Coaching for High Performance

    • 62. GROW Coaching for High Performance Demonstrated

    • 63. Team Coaching

    • 64. Team Coaching - Tools for Sales Leaders

    • 65. Delegation & Empowerment

    • 66. How to Delegate Positively
  • 6

    Motivation

    • 67. The 5 Facets of Motivation for High Performance

    • 68. Inspiring Your Vision & Purpose

    • 69. Companies That Inspire Vision & Purpose

    • 70. Purpose Performance & Profit

    • 71. How Core Values Motivate PLUS

    • 72. Principles of High Performance Motivation – Part 1

    • 73. Principles of High Performance Motivation Part 2 Maslow's Theory

    • 74. Principles of High Performance Motivation - Part 3

    • 75. Principles of High Performance Motivation - Part 4

    • 76. Turning Sales Meetings Into Motivation Meetings

    • 77. Motivation Meetings – The Agenda & Demonstration

    • 78. Do Sales Incentives Still Work?

    • 79. Psychology 101 & The Incentives Mix

    • 80. Incentive Plan Mistakes

    • 81. Incentives – Guidelines for High Performance

    • 82. Incentives – Putting it All Together (Case Study)

    • 83. Concepts of Winning – Developing Your Higher Performance Culture – Part 1

    • 84. Concepts of Winning – Developing Your Higher Performance Culture – Part 2

    • 85. How to Develop a High Performance Culture