4Sight Systems - Sales Solutions by Sales Professionals

Why Leadership Development?

In the course of our work with over a thousand sales leaders in all parts of the world, we have encountered a surprisingly common theme in relation to sales planning and the execution of sales plans.

When asked the question "how important is planning in achieving your sales objectives", the sales leader will invariably respond with an eight or nine out of ten.

On the other hand, when asked the question "how good are your teams at executing on sales plans", we find that the same leader will invariably respond with a two or three out of ten!

Business gurus like Tom Peters are increasingly of the opinion that "excellence in execution" is the key, and a two or three out of ten in this context means that the sales teams in question will probably never see the real results of the plans being built!

Recognising the need to address this gap and drive planning execution from "a three to an eight", even in the highest-calibre sales teams, we offer bespoke Leadership in Planning development courses to give you the opportunity to take a long, hard, objective look at your current sales planning and execution in the mirror.

Who's responsible?

Life in sales is focussed very much on the "here and now" with huge pressure on individuals to deliver the weekly, monthly and quarterly numbers, a cultural reality that makes it very difficult to stand back and apply due diligence to the process of longer-term strategic planning.

Sales Leadership is responsible for building the planning culture within your organisation and getting the sales teams to plan for their own well-being, not simply because the sales leadership is telling them to do so. Planning needs to move from an event-driven process to a natural sales behaviour.

The Conductor

Our Leadership in Planning development course will take you on a voyage of self-discovery about your current and desired sales planning and execution. Our aim is to give you a clear picture of best-practice in leading your team or company towards a planning and execution culture.

Fundamental to our approach is gaining agreement that the role of a sales leader is an "enabler", not a "doer". You don't have to do everything yourself, instead you have to perform the role of a "conductor", rather like the leader of an orchestra. You are not expected to play every instrument yourself, but you are certainly responsible for everyone else playing in the same key, at the same tempo, and in tune with one another!

In a similar way, you have it entirely in your power to act as an agent of change and lead your company towards a harmonised planning and execution culture. This development program will guide you to a set of personal commitments to orchestrate the daily operations of those around you to ensure that they are using a standardised planning methodology and data repository and, more-importantly, that they completely "buy-in" to the need to execute against the plans that are built.

Target Audience

Sales Leaders: Regional Sales Manager, Country Manager, Systems Engineering Manager. Senior Sales Leaders: Operations Director, Vice President, Senior Vice President.

Prerequisites

None - candidates simply need to come to the development programme with an open mind and a willingness to share their current planning and execution state with the team.

Flow of the Course

The Leadership in Planning development course is based on a series of seven modules all designed to bring out the critical issues relating to your role as a leader in planning and execution.

We will work with you to customise this flow to your specific requirements and then deliver the course as a one day Instructor-Led programme in the classroom.

Let us teach you the secrets of becoming an effective leader in planning and execution, and equip you with the leadership skills you will need to get your entire sales team playing to the same "arrangement"!

Why 4Sight?