Intentional Sales Leadership - Heart-Led...

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Intentional Sales Leadership AKA Revenue Covers a Lot of Sins! Intentional Sales Leadership is the process of proactively driving your sales and revenue generation efforts toward specific objective and financial goals while creating a cadence for your team and keeping them consistently excited and motivated! Sales leadership is hard work. It is not for the timid or meek. It requires inspiration, creativity, enthusiasm, exceptional recruiting skills, customer insight, technological competence, planning, strategy, consistent coaching and lots of hard work. It is also one of the most fun, fulfilling and lucrative activities you can pursue…and it is critical to the survival, growth and success of your business. In this interactive session, Rick Barrera, Author of 3 groundbreaking branding and sales books will share his insights on many of the following topics: The Intentional Sales Leadership Mindset Why your leadership is critical for sales success Understanding that clear marketplace differentiation is YOUR responsibility! Why sales goals should be set on the territory vs. the sales person Why sales goals should be set on the potential of the opportunity vs. previous years Why forecasting is a critical skill and how to hone your forecasting skills Why you must be in a constant recruiting mode

Transcript of Intentional Sales Leadership - Heart-Led...

Page 1: Intentional Sales Leadership - Heart-Led Leadershipheartledleadership.com/wp-content/uploads/2015/08/...Intentional Sales Leadership is the process of proactively driving your sales

Intentional Sales Leadership AKA

Revenue Covers a Lot of Sins!

Intentional Sales Leadership is the process of proactively driving your sales and revenue generation efforts toward specific objective and financial goals while creating a cadence for your team and keeping them consistently excited and motivated!

Sales leadership is hard work. It is not for the timid or meek. It requires inspiration, creativity, enthusiasm, exceptional recruiting skills, customer insight, technological competence, planning, strategy, consistent coaching and lots of hard work. It is also one of the most fun, fulfilling and lucrative activities you can pursue…and it is critical to the survival, growth and success of your business.

In this interactive session, Rick Barrera, Author of 3 groundbreaking branding and sales books will share his insights on many of the following topics:

• The Intentional Sales Leadership Mindset • Why your leadership is critical for sales success • Understanding that clear marketplace

differentiation is YOUR responsibility! • Why sales goals should be set on the territory vs.

the sales person • Why sales goals should be set on the potential of

the opportunity vs. previous years • Why forecasting is a critical skill and how to hone

your forecasting skills • Why you must be in a constant recruiting mode

Page 2: Intentional Sales Leadership - Heart-Led Leadershipheartledleadership.com/wp-content/uploads/2015/08/...Intentional Sales Leadership is the process of proactively driving your sales

• How to build a team of “A” players • When you should hold people accountable for input (effort) vs. output (revenue) • How to determine the “Metrics that Matter” and why fewer simpler metrics are

better • How to set and keep a Sales Cadence for your team • How to lead a successful sales initiative from beginning to end • Why developing a Collaborative Selling Culture in critical to your long-term

success • How to engage your team in proactive CRM usage • Being easy to do business with by “Smoothing the On-Ramp” • Why it is essential to create Irresistible offers • Why Event Marketing is an important part of the marketing mix • How to leverage PR and NewsJacking to accelerate your growth • Why it is critical to consistently provide your sales team with “Something to Talk

About” • How to Lip Load your team for success • How to build a Questioning culture • Why staying close enough to smell your customer’s breath is essential for sales

leaders • How to use technology to ensure an unlimited number of leads for your team • Why you must have a written relationship plan for mentors, friends, customers,

target customers, suppliers and your internal team • Why you want a Diamond shaped organization rather than a Bowtie • Senior leadership’s role in opening doors • How to communicate one-to-many as a senior leader • Priority management • Why working in vertical segments or quadrants is critical • How to create Streams of Income vs. driving transactions • Why your ultimate goals is Streams of Relationships • Leveraging Social Media to “soften the beachhead” for your sales team • The role of Associations in your marketing • Developing Streams of Information for you and your team • Why Account Penetration is your most potent weapon • Why a clear Overpromise and alignment of messaging will accelerate your

growth • How to get out of the proposal business and into the collaboration business • The real source of motivation • How to develop and maintain momentum and excitement

Phone: 858.248.3162 Mailing: PO Box 1466, Rancho Santa Fe, CA 92067