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MI SALES ACADEMY L EADERSHIP M ODULES 2014
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MI SALES ACADEMYLEADERSHIP MODULES 2014
The MI Sales Academy
Welcome!
The MI Sales Academy has been designed around the modern business and for the modern business professional.
It achieves this by providing a flexible, modular approach to people development.
Based on practical and highly effective Mercuri methodologies, proven for over 50 years with thousands of clients,
the content of each module has been specifically designed to address the real life challenges facing managers and
leaders in the 21st Century.
The Academy will support the long term development of your people in two key ways:
1. For those who require very specific development each module will focus on a core number of related topics which
will be covered in detail. Each will be supported before and afterwards with related e-learning modules.
2. For those who require a long term development programme we will link various modules together to create a
personal learning path, covering the critical topics in a time schedule tailored to the individual. We will also link
various related e-learning modules in order to create a fully blended learning experience.
Please contact Mercuri on 0330 9000 800 and one of our consultants will be able to guide you on the most
appropriate modules for your learning path based on your learning requirements.
We look forward to welcoming you or your team member to the Sales Academy and wish you and them every
success on the development journey.
Sales Planning and Pipeline Management
The Agenda (2 Days)
Introduction and Objectives
Setting the objectives for the participants.
The Factors that Influence Sales Performance
Defining the key factors that drive sales results and influence
personal performance.
The Sales Planning Process
How to create a sales plan that captures the key factors of
performance and defines how results can be achieved.
The Sales Platform Concept
Introducing the most powerful sales tool that Mercuri has, which is
flexible and proven in almost all market sectors. It enables sales
people and managers to balance short, medium and long term
activity.
Managing the Pipeline
How to create and use sales tools that measure and manage
pipeline opportunities in order to improve conversion rates.
Implementing the Sales Plan
How to gain acceptance and commitment to the sales plan. How
to monitor and measure progress.
Personal Action Planning
How to implement the key learning points.
Who Should Attend?
This module is for Sales Directors and Sales Managers who
have direct responsibility for leading and managing a sales
team.
The Key Outputs:
A highly effective business planning process.
A comprehensive sales activity management methodology.
A clearly defined pipeline management process.
Tools for measuring and monitoring performance.
The Schedule:
2-3 April 2014 Kettering Park Hotel
18-19 June 2014 Kettering Park Hotel
10-11 September 2014 Kettering Park Hotel
22-23 October 2014 Kettering Park Hotel
Sales Leadership in the Field
The Agenda (2 Days)
Introduction and Objectives
Setting the objectives for the participants.
Monitoring Results
How to monitor and analyse the sales key performance indicators.
How to recognise trends that influence decisions.
Managing the Joint Visits
How to adapt your role in the different situations in order to
achieve the best outcome.
Coaching or Managing?
Knowing when to coach and when to manage and how to make
the necessary changes. Developing a coaching approach that
suits the individuals.
Giving Feedback
How to give feedback that is listened to and acted on. How to
manage emotion.
Recognising good performance
Knowing what good looks like and how to replicate it across the
team.
Personal Action Planning
How to implement the key learning points.
Who Should Attend?
This module is for Sales Directors and Sales Managers who
have direct responsibility for leading and managing a sales
team.
The Key Outputs:
A comprehensive criteria for evaluating an effective sales visit.
A highly effective coaching guide.
A detailed template for managing joint sales visits.
A comprehensive feedback process.
The Schedule:
2-3 April 2014 Kettering Park Hotel
17-18 September 2014 Kettering Park Hotel
Leading and Motivating the Team
The Agenda (2 Days)
Introduction and Objectives
Setting the objectives for the participants.
Leadership or Management?
Recognising the difference between the two and understanding
how to get the right balance.
Leadership Style
How to determine the most appropriate leadership style to get the
most from your team. Using a self analysis to identify how to adapt
your preferred style.
Motivation
How to analyse an individuals attitude to work and determine the
key factors that influence motivation. How to use practical steps to
influence motivation and attitude.
Implementing Change
How to recognise and overcome the key factors that prevent the
implementation of positive change.
Decision Making
Using self analysis to determine your preferred style of decision
making. How to improve the quality of decision making.
Personal Action Planning
How to implement the key learning points.
Who Should Attend?
This module is for senior managers or line managers who
have to achieve their objectives through their team members.
The Key Outputs:
A comprehensive template for managing the motivation of
individuals.
A series of self assessment outputs to better understand
personal behaviour.
A personal guide for adapting leadership style.
A detailed process for effective decision making.
The Schedule:
12-13 March 2014 Kettering Park Hotel
18-19 June 2014 Kettering Park Hotel
17-18 September 2014 Kettering Park Hotel
12-13 November 2014 Kettering Park Hotel
Performance Management
The Agenda (2 Days)
Introduction and Objectives
Setting the objectives for the participants.
Setting Business Objectives
Understanding the process that links objectives to activity and
capability.
Monitoring Performance
How to determine effective performance indicators that focus on
the right issues.
Performance Review Meetings
How to manage one-to-one discussions. How to deal with those
who under-perform and those who perform well.
Team Meetings
How to use team events to influence performance.
Training and Development
How to identify the development needs of individuals. Examining
the different methods of development.
Time Management
How to prioritise and knowing when to delegate.
Personal Action Planning
How to implement the key learning points.
Who Should Attend?
This module is for senior managers or line managers who
have to achieve their objectives through their team
members.
The Key Outputs:
A highly effective process for reviewing performance.
A detailed template for improving individual and team
performance.
A detailed tool for identifying development needs.
The Schedule:
26-27 March 2014 Kettering Park Hotel
5-6 November 2014 Kettering Park Hotel
Building and Influencing an Effective Team
The Agenda (2 Days)
Introduction and Objectives
Setting the objectives for the participants.
Responsibility and Authority
How to empower the team members and get things done.
Effective Communication
Understanding the key principles of effective communication.
Transactional Analysis
How to adapt your communication style in order to influence
others.
Team Building
How to develop the key components of effective team working.
Undertaking the Belbin™ team role analysis.
Recruitment and Induction
How to develop the most appropriate programme to get new
starters performing as quickly as possible.
Effective Coaching
How to use your personal input to achieve a change in behaviour
and performance.
Personal Action Planning
How to implement the key learning points.
Who Should Attend?
This module is for senior managers or line managers who
have to achieve their objectives through their team members.
The Key Outputs:
A comprehensive template for defining team roles.
A highly effective communication framework for influencing
the team.
An effective coaching framework.
The Schedule:
12-13 March 2014 Kettering Park Hotel
14-15 May 2014 Kettering Park Hotel
8-9 October 2014 Kettering Park Hotel
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