Le Manager Commercial Navigateur (Sales Leader Navigator)
Sales Leader Navigator
The success of any sales organisation—and its salespeople—is greatly impacted by the quality and effectiveness of its leadership. Sales organisations can change their future by developing their leadership talent to meet current and future needs. Sales Leader Navigator diagnoses the current state versus future needs for your sales leadership talent, guides the development investment for optimum effectiveness and supports an environment where learning to better "lead the salespeople and manage the sales process" is an essential part of a sales leader's job.
Sales Leader Navigator diagnoses where your sales leaders are in terms of the Integrated Sales Leadership Model's four roles. This 360-degree feedback instrument also measures the impact your sales leaders are having on the effectiveness of your sales process.
Two "off-the-shelf" configurations adapt the competencies from these roles to fit two leadership levels: Growth Sales Leader and Strategic Sales Leader. Strategic Sales Leader competencies, for instance, focus primarily on Visionary and Facilitator skills. This feedback instrument configures easily to include different mixes of competencies across the roles to best describe your specific sales leadership environment and structure.
Sales Leader Navigator, as a diagnostic feedback instrument, adds value for individual leaders by powerfully highlighting what they need to develop. This program shows the gaps between the overall sales leadership talent the organisation has and the sales leadership talent the organisation needs. This gap will help chart a path for the overall effectiveness of the leadership development investment.
Sales Leader Navigator provides high flexibility, from configuration and customisation (optional) through data collection, feedback, planning and beyond. Implementation starts with a Virtual Kick-off Meeting to set expectations and gain alignment. The process of collecting feedback is completely web-based and the Development Planning Session itself can be delivered face-to-face or as a webcast.
After the Development Planning Session, individual coaching (optional) is recommended. This option can provide a wide variety of development activities to help leaders grow to the fullest degree possible. In the Organisational Results Planning Session, aggregate trends are reported to help your organisation base its development investment priorities on data collected from your sales leaders and those whom they impact.
Wilson Learning has a very flexible capacity for instruments like Sales Leader Navigator, customising and delivering over 400,000 reports in less than one year.
Sales leaders plan and prioritise their continuing development as part of the feedback process. Sales leaders receive specific recommendations for how they can most effectively develop their capabilities in the form of on-the-job activities and training courses.
Wilson Learning can support further development in the form of appropriate sales leadership development programs for group needs or coaching to meet individual needs.
Results are combined in one or more organisational reports to show the actual patterns of strengths and development needs within the population of sales leaders.
As part of our standard service, we present these results in a webcast briefing to senior leaders, as described above. Many organisations use this report as a needs analysis to target their development resources where they are most needed. Optionally, reports can be generated for various sub-groups of the whole organisation to get an accurate reading of the specific development needs of leaders within a department or division.
Sales Leader Navigator, like all other offerings from Wilson Learning, can be customised to reflect your environment and business priorities and can be integrated with your existing processes.