Transforming Sales Operations for a New World
Those responsible for driving business face a series of important challenges that critically affect results and commercial effectiveness:
- Accelerated change environments, uncertainty and volatility
- Increasing pressure on prices
- More informed and demanding clients
- Greater complexity in sales
- Lack of adequate business metrics
- Remote work with reduced support
Headspring’s Commercial Transformation Program addresses these challenges from a pragmatic, reflective and practical point of view and allows sales leaders to better develop their work through greater knowledge, use of new tools and reinforced attitudes. The programme can be fully customised to address the specific challenges of each business.
Participants are in control of their learning experience and can access live session or on demand.
The program includes interactive sessions to bring concepts to life and encourage teamwork.
The program has a flexible design, which will ensure it is the right learning solution for your business.
Elevating the Role of Sales
As the growth engine of any business, sales operations require ongoing development and optimisation.
Sales leaders, more than any other, need to understand the importance of the changing environment where they operate and to understand the market rules to continue to contribute decisively to the sustainable growth of their business.
Headspring’s Commercial Transformation Program is founded on the principle of creating a mindset of constant development, combined with self-reflection and practical training to help sales leaders and their teams to navigate change and transformation.
Sales Skills for a Digital World
The Commercial Transformation Program is based on a framework in which the exponential factors of the sale (sales acceleration) are treated together with the limiting factors of everyday reality that have just the opposite effect. This approach is combined with the experience of world class IE Business School professors and leading Financial Times journalists.
Understand how the new economic, socio-demographic, and technological environment has changed the rules of sales and how it critically impacts the customer experience.
Your teams will develop the ability of self-analysis to detect individual areas of improvement in the commercial team.
Adapt your sales operations to new ways of working and relating within your business. Improve the critical business skills required to succeed in a changing world.
The design stage is one of the key elements to ensure the success of the program. It allows us to adjust it to the specific circumstances of your business and teams.
The customisation will require collaboration with the area involved as well as a process of individual interviews with part of the team receiving the training. This consultative process will be carried out by one of the program’s professors and will make it possible to evaluate the development level of the participants and the main areas for improvement to be addressed in the final part of the program.
1 & 2. Understanding the Buyer
Divided in four sessions of 90 minutes, the first two modules focus in providing a greater understanding of how the impact of technologies, the complexity and the rapid dynamism of the current environment affects businesses and customers, and therefore the development of sales.
As part of this contextualisation, it is also essential to understand the evolution of customers and their demands, giving relevance to the situation after the impact of Covid-19.
Once the reflection on the current environment and where we are going, it is much easier to understand why the changes that need to be made and the areas for improvement in which to work.
3. Sales Strategy
The democratization of access to information makes the good salesperson more a manager of knowledge than a source of partial information.
If you want to be a true partner that maximizes sales opportunities and creates long-term relationships with them, we must change the inertias of the transactional and short-term model for a more strategic one focused on providing long-term value and establishing trust relationships.
Strategy and action must be based on the definition of alienated metrics and KPIs that take these aspects into account and a planning capacity that is capable of “rising” above day-to-day operations.
Likewise, it is essential to permanently review and question customer management and prioritization policies based on customer life cycles and their future profitability.
4. Competency Development
The objective of the fourth core module of the programme is to carry out an X-ray of the ideal commercial manager to understand one by one the main qualities that guarantee their success in developing business.
As part of this diagnosis, participants will able to uncover areas for personal and professional development, on which they will be able to work in the long term.
This module also aims to address some key guidelines and trainings that enable salespeople to improve their key competencies and skills.
5. Personal Action Plan
As an optional element to the program, the creation of a post-program module to help participants develop the skills learned during the programme.
We recommend that this module can be extended to up to three of four months after the end of the core modules.
Participants will reflect both at the group and individual level on the main areas of improvement in which they must work individually. They will then be able to define their personal action plan in which each participant will work on a series of areas for improvement that can be translated into higher performance.
Group of individual sessions led by our experts will help facilitate change and the implementation of improvements at the individual level.
We are specialists in the design of tailor-made training programs. You have total flexibility to make this program as relevant and as impactful as possible to your business. Among the optional modules, you can find:
Pricing & Revenue
Make it Unique to Your Business
Delivering deep and current insights into real business-relevant topics, we will help your team stay abreast of technological, political or economic trends as they happen.
A high-impact leadership program created to meet the demands of the world we live in. Fully online.
Learn from some of the world's most influential and well-connected Financial Times journalists.
We design and deliver transformative learning solutions to some of the world's largest businesses.
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Meaningful business transformation starts from within. These are some of the clients whose businesses we’re helping to reinvent, with programmes designed to bring out the best in their people.