Sales Capability

Development Approach Note

June 2016

Key Sales Leadership Skills

Business
Acumen

People
Leadership

Process
Leadership

Sales Leadership defined

Process
Leadership
People
Leadership
Business
Leadership

Execution
excellence
Activation
planning and
Management
Building high
performance
teams
Building win-win
channel
partnerships
Business Acumen
External
orientation

Because Sales Leadership needs to be

developed holistically.

Sales Leadership
Journey Approach

Participant Learning Journey

Sales Leadership Journey of 6-12 months covering 6
modules

Each module covered in one-two months

Each module divided into pre-work, classroom

intervention and post classroom online intervention

Each module followed by an application intervention

Post journey assessment & certification

Design of the program:

Experiential
The program comprises of 3 major components
Target
Pre Work
Audience

Starts 14
days prior to
the workshop

Target
Workshop
Audience
2-3 day
Experiential
Learning
workshop

PostAudience
Workshop
Target

6-12 month
long post
workshop
support and
reinforcement
s

Why an experiential format?

Assured ROI through quantified improvement in
skill/retention/engagements levels
Results Delivered

33% Improvement in Retention

Levels
67% Improvement in Engagement
Levels

23% Improvement in skill levels

Day
n+30
Day
n+60

Day
n+90

Total Program duration: 7.5 months

Total workshop days : 7 days
Total participants: 25
LeaActio
n
Pro rning
we ject
bin
ar

Day
n+12
0
Day
n+18
0
Day
n+19
5
Fi
ta t n a l
i on
Ce
rtifi
a
cat nd
i on

pre
se n

Day n

Str
uc
tur
e
Lea Pee d
we rning r
bin
ar

Ak
cas tivLe
e s arn
tu
rev dy
iew

Po
on st jou
ass line rney
ess
me
nt

Ac
pla tivat
exe nnin ion
cu g a
tio nd
n

Bu
tea ilding
+c m s
pa hann
rtn
ers el
hip
s

Bu
Ac sines
ex umen s
ori terna +
en
tat l
io n

Sample Roadmap (7.5 months)

Day
n+21
5

Blended Format
Skill

Pre
During workshop
worksh
op

Post
worksh
op

Business
Acumen

Online
quiz/
Video
caselets
/
Snippet
s/ Video
tasks

Online
case
study
through
Aktivlea
rn+
Webinar
discussi
ons +
Apps +
Online
quiz
contest/
Daily
challeng
es

External
Orientation
Building High
Performance
Teams

Facilitator led discussion + BYB

simulation + Case studies
Facilitator led discussion + BMT
simulation
Facilitator led discussion + iLead
simulation + Role Plays

Building win-win
channel
partnerships

Facilitator led discussion +

Negotiation/ TrustSim simulation
+ Role Plays

Activation
Planning and
Management

Facilitator led discussion +

College Fest simulation +
Caselets

Post workshop Interventions

App based learning
reinforcements
Snippets, daily tasks
and challenges through
mobile app to make the
learning sticky

Action Learning
Project Live project
focused at solving a real
business problems using
methods and techniques
learned at workshops
Online
Assessment
Online assessment
to assess training
impact

Peer Learning
Platform Dynamic
online peer to peer
learning forum providing
opportunities to
exchange learnings,
share ideas and generate
solutions
Survey Self and
stakeholder assessment
on various
competencies to
measure impact of the
program

Case Study Online

platform to send case
studies for evaluation
during pre / post
assessment

Participant Development
Report
Overall consolidated report provided at
the end of the leadership journey
highlighting
Needle movement in competency ratings based on
pre & post assessment
Objective & subjective evaluation of competency

Sales Force Interventions

Assessment
Center with GT
and MT
Frontline

Assessment
Center with
Frontline sales

Assessment
Center with GT
Frontline,
Behavioral
training with
managers
Assessment

Functional
training for
frontline and
managers

Center with
frontline sales
Assessment
Center for
selection of
frontline
salesforce

Assessment
Center followed
by functional
training for COD
staf
12 month
functional and
behavioral sales
training for
frontline and

Thank You
priti@thecatalyst.co.in