Mcc brochure 08 12 15

Transformation for Sales Managers and KAMsPost-Graduate Sales Education

For Individuals and Multi-Client Cohorts

ROUTE TO MASTERY

post-graduate sales education forindividuals and multi-client cohorts

within kam and sales management

Learning System

Transforming Sales through insight and education

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www.consalia.com

A Route to MasterySales transformed

Multi Client Cohort (MCC)Programme introduction

Mastery of Leading Sales TransformationPost-Graduate Certificate

Progressing to Masters levelPost-Graduate Masters

Mastery of Key Account TransformationPost-Graduate Certificate

Progressing to Masters levelPost-Graduate Masters

The Consalia Learning SystemUnderpinning Excellence

Summary of programme benefitsWhy enrol in an MCC?

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What students say about the programmeStudent testimony and outputs

What sponsors say about the programmeSponsor testimony

2016 / MCC Programme CalendarProgramme dates

Application Process & RequirementsHow to apply

New Standards ofProfessionalismYour professional qualification

Journal of Sales TransformationDriving a research community

About Consalia & Middlesex UniversityAbout us

Contents

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aCCREDITATION

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the student with a wider circle of key internal / external stakeholders.

Students receive the latest theories around sales and / or sales leadership, stimulating ideas that improve their professional practice within the context of transformation.

A quarterly cadence of project work measures business impacts and links learning to a high performing sales culture.

External accreditation – up to a Masters degree level – ensures rigorous and consistently high standards of quality.

Professional qualications contribute to students’ personal brand and perceived value within the organisation. This in turn increases engagement as well as role effectiveness; students know their efforts to learn will be rewarded with a recognised academic qualification.

Organisations are leveraging accredited sales education as a means of attracting, developing and retaining their talent.

Accelerating sales transformation has become an urgent priority for any business seeking growth in today’s dynamic and fast-paced customer environments.

Organisational sales transformation differscontextually for each client with whom we work. Whether it’s a question of remodelling complex sales structures; selling faster than the competition; entering new territories etc., we know that organisational transformation cannot be achieved without first addressing transformation at a personal level.

Our route to mastery is achieved through the combination and effective deployment of learning and accreditation.

learning

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Students acquire a range of reflective practice skills where they learn how to think more critically, following which they become transformational change agents for their organisations.

Students are taught action research techniques where they apply their learning to real life projects. These projects are linked to the organisation’s strategic initiatives and often involve

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A Route to Mastery

SALES TRANSFORMED

CONSALIA ACCREDITED PROGRAMMES

Since 2008, Consalia has delivered bespoke post-graduate sales education programmesto global corporates, helping them equiptheir sales teams to perform at the highestlevel in the following areas:

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All Consalia accredited programmes areunderpinned by our unique system forlearning (CLSTM), which draws upon the principles of work and action-based learning. This award-winning approach to accredited sales learning has been the subject of wider industry and academic recognition.

Such successes have combined to help position Consalia and Middlesex University as the largest provider of post-graduate sales education in Europe.

Until recently all our accredited programmes were offered on an in-company basis; it is only now that we are able to extend this level of education to a multi-client cohort environment.

Leading Sales TransformationKey Account TransformationSales Transformation

MCC INTRODUCTION

The initiative for multi-client cohorts has been developed in conjunction with and at the request of current students and programme sponsors.

MCC allows for :

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Greater flexibility as smaller numbersof students can participate from sponsoring companies, in addition to those applicants not sponsored by their employer.

Additional flexibility is offered as participants can progress from a Post- Graduate Certificate to a full Masters, staging students’ development over time.

Cross-company participation offers enhanced learning opportunities forstudents, who will gain new insights from varied industry (best) practice.

Cross-company student participationwill further enable individuals to broaden their professional network

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Multi Client Cohort Initiative (MCC)

PROGRAMME INTRODUCTION

Mastery of Leading Sales Transformation

MODULE 2 – ‘Managing the business of selling’ – equips students to develop their own management system to balance innovation and execution and achieve predicable growth. It focuses on enabling students to drive effective account / territory plans; achieve targets with linearity and predictability; manage pipeline and forecast; and manage disciplined sales execution.

MODULE 3 – ‘Coaching for SalesTransformation’ reinforces the role of thesales leader. It builds students’ understandingof the role, practice and importance ofeffective coaching in driving results throughothers. It develops individuals’ capabilitiesaround core elements of coaching excellence within their teams.

Having attained the required academic creditsfor a Post-Graduate Certificate, students maythen elect to continue their learning journey.

POST-GRADUATE QUALIFICATION

Top performing sales people are often promoted into sales leadership positions, yet the role of sales leader is very different and the transition can be tough. Managers often slip into the default of what they know and are good at – closing deals.

Although this may help achieve short term objectives, the long term effects to the team can be detrimental. It is therefore critical for leaders to learn how to produce results effectively through others. This begins with mastering one’s own practice.

MODULE 1 – ‘Thinking innovatively about sales leadership’ focuses on embedding a deep understanding of what constitutes ‘best-practice’ behaviour for sales leaders.Students are introduced to the principles ofreflective and action-based inquiry, allowing space for thought mastery and further setting the tone for future learning activity.

POST-GRADUATE CERTIFICATE IN LEADING SALES TRANSFORMATION

MANAGING YOURSELF

THINKING INNOVATIVELYABOUT SALES LEADERSHIP01

MANAGING THE BUSINESS

CRACKING THE CODEMANAGING THE BUSINESS

OF SELLING02

COACHING SUCCESS

COACHING FOR SALESTRANSFORMATION

03

WINNING TOGETHER

LEADING COLLABORATIVECHANGE

04DEVELOPING YOURSELF

PLANNING YOURPROFESSIONALDEVELOPMENT

05CAPTURE TRANSFORMATION

ADVANCEDPRACTITIONER /FINAL PROJECT

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programme details

This programme is for sales leaders and high potential sales managers.

Investment for PG Certificate: £12,000Investment for Masters: + £16,000

PAYMENT OF FEES

The full balance of £12,000 is required in advance for participation on the Post Graduate Certificate qualification.

Those continuing to Masters level are required to make further payments in staged increments:

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Discounted fees may apply for multiple students attending from a single company. No refunds will be given once fees are paid.

£10,000 in advance of modules 4 & 5£6,000 in advance of modules 6 & 7

MASTERS (MSc) QUALIFICATION

MODULE 4 – ‘Leading collaborative change’ focuses on understanding collaboration and transformational change for more matured leadership. This draws upon aspects of proactive stakeholder management; building the team and setting direction; modelling leadership behaviours; developing the team and coaching.

MODULE 5 – ‘Planning your professional development’ seeks consolidation of the learning, as a means of deeply engraining the mindsets and practice of students’ transformed selves. It further forces students to reflect on their journey as guidance for their future pathway and development.

MODULE 6 / 7 – The ‘Advanced Practitioner’ and ‘Final work-based project’ focus on developing and implementing research and inquiry methodologies for a finaldissertation.

POST-GRADUATE MASTERS (MSc) IN LEADING SALES TRANSFORMATION

MANAGING YOURSELF

THINKING INNOVATIVELYABOUT SALES LEADERSHIP01

MANAGING THE BUSINESS

CRACKING THE CODEMANAGING THE BUSINESS

OF SELLING02

COACHING SUCCESS

COACHING FOR SALESTRANSFORMATION

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WINNING TOGETHER






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Progressing to Masters level

MODULE 2 – ‘Winning at Key Account Management’ draws upon the principles of ‘3rd Box Thinking’ and value insights, enabling KAMs to engage more deeply with accounts by understanding the customer’s customer. Harnessing creative thinking, innovation and strategic positioning, KAMs develop a strategy to drive account growth.

MODULE 3 – ‘Key Account Orchestration’ focuses on the role of the account manager in‘orchestrating’ resources and outcomes. Itenables KAMs to transform the internal(including executive level) and customerconversation around a plan for key account orchestration.

Having attained the required academiccredits for a Post-Graduate Certificate, students may then elect to continue their learning to a Masters level qualification.

POST-GRADUATE QUALIFICATION

Key account professionals (KAMs) occupythe boundaries between the organisation and customer. Differing cultures, objectives and increasing customer expectations require extraordinary capabilities and performance management to allow accounts to flourish.

KAMs need to perform proficiently across a wide set of demanding competencies, yet development paths often offer KAMs only a partial set of the experiences and competencies necessary to win. For KAMs to lead transformation in their account performance, they require a comprehensive and tailored development experience.

MODULE 1 – ‘Thinking innovatively about Key Account Management’ focuses on embedding a deep understanding of what constitutes ‘best-practice’ behaviour of KAMs. Students are introduced to the principles ofreflective and action-based inquiry, allowing space for thought mastery and further setting the tone for future learning.

MANAGING YOURSELF

THINKING INNOVATIVELYABOUT KAM

01MANAGING ACCOUNTS

WINNING AT KAM

02ORCHESTRATING SUCCESS

KEY ACCOUNTORCHESTRATION

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WINNING TOGETHER






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Mastery of Key Account Transformation

POST-GRADUATE CERTIFICATE IN KEY ACCOUNT TRANSFORMATION

programme details

This programme is suited to all levels of account managment.

Investment for PG Certificate: £12,000Investment for Masters: + £16,000

PAYMENT OF FEES

The full balance of £12,000 is required in advance for participation on the Post Graduate Certificate qualification.

Those continuing to Masters level are required to make further payments in staged increments:

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Discounted fees may apply for multiple students attending from a single company. No refunds will be given once fees are paid.

£10,000 in advance of modules 4 & 5£6,000 in advance of modules 6 & 7

MASTERS (MSc) QUALIFICATION

MODULE 4 – ‘Leading collaborative change’ focuses on understanding collaboration and transformational change for more matured account management. This draws upon aspects of proactive stakeholder management; building the team and setting direction; modelling leadership behaviours; developing the team and coaching.

MODULE 5 – ‘Planning your professional development’ seeks consolidation of the learning, as a means of deeply engraining the mindsets and practice of students’ transformed selves. It further forces students to reflect on their journey as guidance for their future pathway and development.

MODULE 6 / 7 – The ‘Advanced Practitioner’ and ‘Final work-based project’ focus on developing and implementing research and inquiry methodologies for a finaldissertation.

MANAGING YOURSELF

THINKING INNOVATIVELYABOUT KAM

01MANAGING ACCOUNTS

WINNING AT KAM

02ORCHESTRATING SUCCESS

KEY ACCOUNTORCHESTRATION

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WINNING TOGETHER






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POST-GRADUATE MASTERS (MSc) IN KEY ACCOUNT TRANSFORMATION

Progressing to Masters level

All programmes are designed to helpstudents succeed, both during and beyondprogramme intervention. Underpinning this‘embedded learning’ lies the Consalia learning system (CLSTM). A distinctive approach tolearning and development, CLS is provento consistently deliver transformation ofsales performance / sales effectiveness. It comprises a number of core elements:

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ModuleDelivery

ProjectProposal

Feedback

Peer LearningSet 1

Peer LearningSet 2

ProjectPresentation

Feedback

ProjectSubmission

Feedback

touch-points and support. This approach directs learning activities to pragmatic outcomes within the workplace and embeds a sustained change in Mindset and behaviour.

Business Driven Action Learning places students at the centre of their own work-based inquiries. Acting as ‘environmental scanners’, students affect organisational change through the application of relevant content and reflective techniques, becoming ‘change agents’ within the organisation.

With Consalia facilitating the largest developing body of sales practitioner research in Europe, content is continually refreshed to incorporate new thinking and best practice from numerous vertical industries.

MODULE DESIGN FOR LEARNING EFFECTIVENESS

CLSTM is grounded in research-driven instructional design – based on howdifferent people learn and retainknowledge in practice – as well as doctoral (PHD) research into the ‘Mindsets’ that underpin best-practice for sales effectiveness.

As shown in the diagram above, students are guided through a modular learning process that provides regular

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The Consalia Learning System

UNDERPINNING EXCELLENCE

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Broadens the parameters by which students evaluate effectiveness for themselves and in their roles i.e. what it means to be a professional as opposed to merely in a profession.

Generates increased personal brand and generates heightened self-efficacy i.e. the confidence in one’s ability or knowledge to execute behaviours necessary for performance outcomes. This is observed to significantly impact upon self-esteem and performance.

Transformation ofstudents is provento impact top line growth and sustain behavioural change

THE STUDENT LEARNING EXPERIENCE

Consalia has undertaken Masters level research to understand the student learning experience, as well as the deep level of transformation that occurs. Attributed tothe pragmatic and reflective approach to learning, students have revealed thefollowing about the programme:

– Embeds behavioural change based on best-practice ‘Mindsets’. The results of which are more creative, engaged, inquisitive, collaborative and challenging professionals.

VALUE

Work-based natureminimises time out of the office and improves levels of

role efficiency

TIME

Learning / projects are pragmatically directed to drive

business outcomes, aligned to strategy

RELEVANCE

Students’ become thought leaders

within the company, driving innovation as ‘change agents’

INNOVATION


WHY ENROL IN AN MCC?

Summary of Programme Benefits

STUDENT TESTIMONY

‘The nature of the work-based learning format is brilliant. It’s hardto differentiate between the academic stand-ards required for the final award and the kind of reflection I was doing as part of my job.’

‘The Masters is unlike other training program, it is interwoven with my day-to-day activities and has had a positive impact on my effectiveness from day one.’

‘The Masters has enabled me to execute a rapidly evolving strategy in one of the innovation areas by leading people to affect strategic change.’

‘I think it has challenged all of us in the way we think, the way we approach our work, the way we work with teams, so I think everyone has taken a vast amount out of it.’

‘For me it’s been truly transformational. It has allowed me to truly understand myself and build a stable future for myself. I’ve been really grateful to be able to engage with Consalia, it has been massively educational and life-changing for me.’

EXAMPLE OUTCOMES AND ROI

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Legislative restrictions induced a 53%market shrinkage. Applying action research techniques and a ‘Mindset’ approach to the problem, a creative solution was found, which grew our market share from 8.7% to 17.4% in under 2 months.

9 out of 11 team members hit sales quota, five reaching the 140% marker for company ‘winners circle’; one of whom had been on a performance improvement plan.

Q1 demand generation for UK&I of 139% – 1st team to hit 24 hour turnaround KPI on marketing leads.

‘Tactful Audacity’ mindset coached throughout the sales cycle, inducingsupplier switching and resulting in the closure of a €1million deal.

New thinking for opportunity creation generated an additional $200 million of ‘promising’ pipe in 3 months.

Action-based inquiry facilitated cost savings of £288,000.

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What students say about the programme

STUDENT TESTIMONY & OUTPUTS

‘Our journey to the Masters was the culmination of 18 months ofintense searching for the right partner and programme – I am delighted we chose Consalia. They have a deep commitment to the professional standards and status of sales professionals, which is something I’ve not seen anywhere else.

Their approach to sustainable learning and sales transformation has had a massive impact for us; we’ve seen a 67% growth in the business. The unit sales from those onthe programme have increased by 76% ina year relative to only a 4% market growth.’

Indirect Sales Director, UK & I.

‘The impact at the organisational level I think is very relevant. The business, our technologies, are transforming in response to the market and so the timing of this degree is perfect. By aligning ourteams to deal with transformation, we are redefining how we add value to customers; the programme is providing on-the-job enablement for my team and so is very relevant.’

Regional Sales Vice President, APJ.

‘The Masters provides our sales managers the space to reflect on their practices; and investigate new ways of leading their teams and fostering innovation, to support our transformation agenda.’

Global Sales Enablement Director.

‘I’ve seen a very noticeable change, a transformation towards deeper reflection and a more strategic approach. My sponsee now looks at business issues from a more holistic point of view. It’s wonderful to see that students are such great advocates for the programme despite the considerable investment in time and effort; a real testament to the programme itself.’

Chief Operations Officer, APJ.

‘Talking to the students you can hear and see the change in their self-confidence; their belief in themselves when talking to the next level up within their customer organisation. To me it’s very clear that the Masters has been a good thing for the students and for the business.’

Global Commercial Academy Project Lead.


SPONSOR TESTIMONY

What sponsors say about the programme

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Leading Sales Transformation

POST-GRADUATE MASTERS

MODULE START DATES

POST-GRADUATE CERTIFICATE

Key Account Transformation

POST-GRADUATE MASTERS

MODULE START DATES

POST-GRADUATE CERTIFICATE

TBD01.02.1719.05.1708.09.17

12.01.1826.04.18Jun 2018Oct 2018

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InductionModule 1Module 2Module 3

Module 4Module 5Module 6Module 7

UK Singapore

POST–GRADUATE CERTIFICATE

POST–GRADUATE MASTERS

2016 / MCC Programme Calendar

PROGRAMME DATES

TBD04.08.1611.11.1610.02.17

23.06.1707.10.17

Nov 2018Mar 2018

MINIMUM REQUIREMENTS

Applicants must:

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TIME REQUIRED FOR STUDY

Students should assume on average 7 hours a week for reading, reflection and writing.

With 90% of the academic credits awarded based on evidence of applied learningwithin the workplace, the majority of thelearning effort is pragmatically directedwithin work activity.

Be able to demonstrate +5 years of relevant experience. Applicants not adhering to this criteria will be considered on a case-by-case basis.

Be proficient in both written and oral forms of English language. Work-based projects must be submitted in English.

If you are not a national of a majority English speaking country, you will need to provide evidence of your English language ability to study with us. If you have any questions on this, please contact us.

APPLICATION PROCESS

Applicants must:

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HOW TO APPLY

Contact the following for regional cohort enquiries:

Asia-Pac | Corrinne Simemail | [email protected] | +65 (9732) 3181

ROW | Philip Linteremail | [email protected] | +44 (0)78 6748 3851

Submit a formal application (soft copy), accompanied by a personal statement and CV.

Be available for a telephone / Skype interview as part of the formal application process.

Elect a sponsoring mentor who willbe expected to actively participate in feedback and coaching sessions with you, as well as the assigned Consalia Programme Director.

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HOW TO APPLY

Application Process & Requirements


ACADEMIC AWARD

The Consalia and Middlesex University post-graduate MCC programmes requireno form of undergraduate degree. They do however, maintain the highest levels ofacademic rigour, with assignments assessedaccording to the Middlesex University framework for work-based post-graduate education.

Students require 90 credits for a Post-Graduate Certificate and 180 credits for a Post-Graduate Masters qualification. Credits are awarded based on the evidence of applied learning and so the emphasis of each programme is therefore on the output of individuals’ learning.

Deferal of future module participation may be possible for students in extenuating circumstances. This will be considered on a case-by-case basis.

Students graduating from either programme are offered the opportunity to receive their formal qualification by way of a graduating ceremony alongside fellow classmates and other Middlesex alumni.

ALUMNI

Graduating alumni become part of a growing and exclusive community of sales practitioners, distinguished in their pursuit of excellence and sales professionalism.

In addition to networking opportunitites within programme cohorts, all students are invited to take part in Consalia’s annual Global Sales Transformation (GST) events, held around the world. Attendees are senior sales professionals from many of the world’s leading companies.

PROFESSIONALISING SALES

Consalia employees are active members of the Association of Professional Sales (APS) with directors serving on the Board of Trustees and Professional Standards board (in conjunction with EY).

Consalia is a founding shareholder of The International Journal of Sales Transformation, a growing resource for the benefit of practitioners, academics and consultants within the field of professional sales andsales leadership.

New Standards of Professionalism

YOUR PROFESSIONAL QUALIFICATION

In response to today’s fiercely competitive global business environment, the role of the sales function is undergoing an almost seismic transformation.

To help you make sense of such dynamic change, alumni members are automatically subscribed to the ‘International Journal of Sales Transformation’ for the duration of their study period.

This is the world’s first research and practitioner-led publication; launched for the promotion of sales excellence among global global corporates. It is published on a quarterly basis and is available in both print and online formats.

The mission of the journal is to helpenhance the professionalism of sales organisations by bridging the gap between businesses and academic research to offer the best of both worlds.

Numerous students have taken to publishing their own research in the Journal, as a means of contributing to the wider public forum and further enhance their own personal brand.

The Journal offers:

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For enquiries contact Nick de Cent, at: [email protected]

Game-changing thinking from the corporate world.

Research and thought-leadership from leading academics.

Genuine insights and practical solutions that will help you transform strategy and execution.

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OVER 20 PAGES OF RESEARCH-BASED INSIGHT, INCLUDING:

HOW A MASTERS PROJECT LED TO PERSONAL AND BUSINESS GROWTH FOR A SONY MOBILE KAM

+ SALES RESEARCH ROUND-UP

The many faces of coaching Onboarding: aligning training and coaching to maximise induction success p24

Why conversational coaching may drive better outcomes than formal processes p26

Coaching and neuroscience p33

Journal of salesTransformation

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P8 THOUGHT-LEADERS

When emPLoyeRs Renege on commission

Alan Coffey

P14 REFLECTION

mcKinsey on The PoWeR of PRe-saLes

Homayoun Hatami, Candace

Lun Plotkin and Saurabh Mishra

P20 MY JOURNEY

anDy Tosney of monDeLeZ inTeRnaTionaL

Chris Alder and Dr Phil Squire

P42 GLOBAL VIEW

can seLLing heLP emeRging naTions?

Dr Roy Whitten and Scott Roy

30 PAGES OF RESEARCH-BASED INSIGHT, INCLUDING:

HOW SOCIAL INTERACTIONS DEFINE KAM... SALES CHALLENGE COMPETITIONS... CONVERSATION ANALYSIS...

SONY KAM ON STRATEGIC ANALYSIS... SALES & MARKETING ALIGNMENT + SALES RESEARCH ROUND-UP

STRATEGY AND SALES Are sales leaders prepared for increased scrutiny, asks Harvard Business School’s Frank Cespedes? p8

Qualification: Why it matters p16 / Case-studies p18 / Neil Rackham on the 21st century approach p19

THE INTERNATIONAL

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Journal of SalesTransformation

P14 INSIGHT

MANAGING PROBLEMS IN THE SALES FORCE

Prof Nick Lee

P20 FUTURES

INTERNET OF THINGS

Dr Beth Rogers

P49 INDUSTRY FOCUS

SELLING PROFESSIONAL SERVICES

Chris Alder

P59 CONFERENCE REPORT

GSSI IN JAPAN

Roger Byatt

DRIVING A RESEARCH COMMUNITY

International Journal of Sales Transformation

WHO WE WORK WITH

We work with some of the world’s foremost organisations on their sales, sales leadership and key account capabilities in order tocreate transformational thinking, innovation and competitive edge. Our clients are sales leaders and their colleagues in HR, L&D and the C-suite; our students join us from every level & stage of development.

ABOUT MIDDLESEX UNIVERSITY

The Institute for Work Based Learning at Middlesex University is internationally recognised for innovation and expertise in professional and work based learning. It has campuses in London, Dubai, Malta and Mauritius. The overall mission is to develop professionals who can manage ethically, sensitively and holistically in an increasingly global and rapidly changing environment.

Together, we are positioned as a world leader in transformational sales education; setting the new standard for sales professionalism and with it a community of leading edge practitioners.

WHO ARE WE?

Consalia is a global sales transformation company, driven by a passion to make sales the world’s most sought after profession.

Grounded in research, our unique system for learning (CLS™) offers a distinctive approach to learning & development that genuinely transforms sales performance.

We deliver provable top line growth and sustained behavioural change by addressing the Mindsets™, which govern how people think and sell. This philosophy underpins our customised learning and sales education up to a university accredited level. Consalia is responsible for the largest body of post-graduate sales research in Europe.

We have a trusted network of partners who fall under the brand of the Consalia Global Alliance. Combined with a worldwide network of over 450 consultants and associates – located throughout 30 countries and covering 26 languages – we deliver consistently high levels of training with local relevance.


About Consalia & Middlesex University

ABOUT US

MCC v.2 / 100616

ROUTE TO MASTERY

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