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Sales Leadership Programme

What is the programme about?

As a sales leader, you shape the engine that powers the growth of the whole business. Yet the dayto-day demands of the role make it hard to find the time to step back and take a strategic view of the sales team.

Imparta’s Sales Leadership Programme (SLP) provides a challenging and insightful journey for your leadership team, giving you the opportunity to work on the business, rather than just in it.

Regardless of your sales priorities, SLP gives you the tools and skills to analyze the business strategy and the role the sales function plays in developing and executing it. It provides fresh insight into the structure of a world-class sales strategy, and the optimal design of an organization that will support it.

It provides in-depth insight into optimal processes for lead generation, opportunity and account management, and margin management.

It covers the full skill-set of a sales leader, from leading the sales function to managing the sales team, driving performance, and personal effectiveness.

You can combine the SLP modules to create a programme that exactly meets the needs of your business and of your sales leadership community. SLP also integrates with Imparta’s Sales Manager Programme, to create a common vision and language across the management community.

Who will benefit from this programme?

SLP is typically used for the Head, EVP or SVP of Sales, plus their direct reports. For larger teams it can be valuable to include another layer down. The Sales Manager Programme draws on many of the same modules as SLP, and is appropriate for first line sales managers.

It comprises 12 modules that can be used as-is or combined with other modules from our sales curriculum.

What will this programme help you solve?

Imparta’s Sales Leadership Programme addresses the following common challenges affecting sales team productivity:

  • A sales strategy that is unclear, out of date, and/or not aligned with the business strategy. Imparta’s pedigree in the strategy field allows us to bring real clarity to both the business unit and sales strategy, how they interact, and how to monitor market shocks and trends to keep the sales strategy up to date.
  • Sub-optimal sales organization. SLP helps to optimize lead generation, opportunity and account management, and margin management.
  • Insufficient effective selling time. MSLP provides the framework and tools to help leaders as much as double the effective selling time within their team.
  • Poor forecasting and pipeline management. SLP provides tools and techniques to manage the sales team budget effectively and forecast accurately.
  • Long cycle time. Through effective use of pipeline management, SLP identifies which metrics to drive to increase conversion and win rates.
  • Stagnating accounts. Where share of wallet has reached a plateau or begun to slip, SLP shares.
  • Talent management. SLP equips sales leaders to fine-tune talent processes, from hiring to development, to create a world-class sales team.
  • Personal effectiveness. SLP provides clarity on the role of the sales leader, and develops additional skills in decision-making and communication.
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Contact us about our

Sales Manager Programme

SMP helps managers to identify their key priorities within the context of their organisation, and provides managers with the processes, tools and people skills required to plan strategically and manage day-to-day activities

Read more...

Sales Leadership Programme

SLP provides a challenging and insightful journey for your leadership team, giving you the opportunity to work on the business, rather than just in it.

Read more...

Sales Coaching

SC develops core skills and behaviours to ensure coaching conversations drive individual and business performance, providing practical tools and techniques to support immediate application

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Strategic Account Management

SAM teaches sales people how to identify the account data that provides the most useful insights, and introduces a clearly-defined process and interactive toolkit to create, track and monitor practical account plans for immediate application

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Commercial Acumen

CA improves the decision-making of anyone involved in acquiring or growing accounts, enabling sales people to achieve and maintain account profitability through greater awareness of key commercial and financial levers

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Negotiating Client Value

NCV echoes the customer-centric philosophy of our award-winning sales methodology, Creating Client Value, building advanced negotiation strategies and skills in the context of the customer’s Buying Cycle – maximising negotiation opportunities whilst strengthening client relationships

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Creating Client Value

CCV gives sales people the skills and tools to explore the client’s business needs broadly and deeply in order to create joined-up solutions that reach across the organisation and deliver maximum value to the business, using Imparta’s proven, award-winning sales methodology

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Consultative Selling Skills

CSS builds upon existing interpersonal skills to establish the fundamentals of consultative selling, even within a high-volume environment. Suitable for both face-to-face and telesales teams

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Tools

  • Explore your priorities

    Explore Imparta’s thinking through the lens of your business priorities

  • Estimate the impact

    Estimate the impact of Sales training to help create a business case for change

  • Design your solution

    Scope out how you could make training stick, using our Capability Building® System

  • Compare vendors

    Clarify your decision criteria & download a customised spreadsheet