Excellence in Sales Leadership™

Creating an Environment for Sales Success

Learn the components of job performance that sales leaders can leverage to support and accelerate the success and advancement of the sales professionals on their team. Understand the psychology behind the importance of creating the right environment and where to focus your leadership time and effort.

Building Team Engagement

Understand the psychological contract that exists between companies and their employees and the sales leader’s role in optimizing that relationship within their teams. Explore the key drivers of individual motivation. Learn a powerful problem-solving method inspired by Carew’s GROWTH coaching model. Participants profile their own temperament/talent style and those of their sales team to effectively communicate, motivate, and deploy them based on individual and group characteristics.

Assessing Performance & Implementing Development Strategies

Learn about the Performance Continuum as an assessment and developmental planning tool. Understand the appropriate leadership role at each phase. Identify the knowledge, skills, attributes, and contributions across job families specific to your organization. Learn to diagnose ability and willingness to perform against expectations. Craft development plans. Acquire an essential time management tool to determine where to invest developmental time with team members for the greatest productivity.

Leadership Strategies for Development & Performance Improvement

Identify effective feedback styles and guidelines along the Performance Continuum. Understand the variables that impact how coaching is received. Use Carew’s one-with-one meeting approach to learn proven communication models for delivering performance feedback, coaching, collaborating, and counseling for continuous improvement. Master delivering specific, prescriptive, and actionable feedback focused on the behaviors required to achieve desired outcomes.