Recommended audience

• Head of Sales
• Sales Directors
• Account Directors
• Sales Management & Leadership Professionals

Type of audience

English-speaking UK and International

Description

What drives high performance in Sales? As sales leaders, our attention is focused on professional excellence in Sales and driving the outcomes for our organisations.

There has been a rapid change in the needs of our customer’s environment. So, how do we change how we sell, both individually and organisationally? How do we find the right people, bring them into the organisation, engage them, drive loyalty, create an environment that enables them to thrive, and build a strategy that does all that?

This two-part session looks at sales team performance and potential and draws some new and innovative conclusions that open up a whole new chapter in this conversation.

Key takeaways

Part 1

·Understand the key ways buyer behaviour has changed

·Navigate the shift from transactional to solution selling

·Work with the 5 dominant approaches to selling

·The competencies of a B2B High Performer (individual & organisation)

Part 2

·Understand the risks facing High Potential Identification

·Defining High Potential

·The High Potential identification process