For SME Business Owners seeking to Implement or Improve the Performance of their Sales Function

There comes a time in the life of a business when the need for sales leadership presents itself. Various scenarios can cause this to happen, including:

• Growth begins to plateaux, impacting retirement plans
• The loss of key people highlights the reliance on people over systems
• The development of products and services presents new opportunities 

Sales leadership is not just a state of mind, it is a role performed by the person with responsibility for the sales function, and if you haven't thought of sales as a core business function before now, maybe it's time you did!

The Sales Leadership Programme is designed to equip the sales leader with the knowledge and skills to establish a sales function that delivers on what the business expects from it, typically:

• Deliver targeted revenues, consistently
• Maintain expected margins
• Operate as a profitable function
• Focused on the direction that the business wants to go 

It is the sales leader's responsibility to translate these high-level KPIs into processes, procedures, and actions, executed by them and their team and to measure performance and hold people to account.

B2B SMEs evolve from micro-businesses to small, and sometimes to medium-sized businesses, often without the foresight of planning. Business growth comes from the efforts of the business owners and key people having a 'can-do' attitude and reacting well to opportunities. Before they know it, they are presiding over a company with tens of staff and turning over many millions.

Leaders emerge from the ranks because they are trusted, they are capable, and they show promise, but they can often lack management skills and systems. The business can sustain this position for many years because revenues and margins are good and at the end of the day, the books balance, and a profit is made.

But then something happens, something changes, causing the business owners to reflect on their position. Business owners may come to realise that, unlike their accounting, warehousing, manufacturing, or engineering functions, the sales function doesn't have the trained manager, the systems and procedures, or the accountability metrics for the function to perform consistently. Sometimes it works, and sometimes it doesn't!

Engaging the Sales Leadership Programme will ensure that the function always works. That people do what they are supposed to do, when they're supposed to do it, and in the required amounts.