Sales Leadership

The sales leadership community have a crucial role to play across the Sales Transformation as they are primarily responsible for driving the required behaviours, activities and results amongst those involved in customer related activities. Their leadership skills and personal behaviour will have a significant influence on the success of the change.

i2i work with the sales leaders to ensure that the necessary sales methods, tools and systems are in place before any deployment begins. Typical areas of sales management considered during the design phase are:

• Clarification of the vision, business plans and change strategy required for success
• Use of a common sales language and approach
• Successful leadership behaviours
• Awareness of the characteristics of high sales performers
• Managing high performance through the sales team
• Target setting, forecasting, pipeline management, measurement and evaluation
  

i2i’s approach supports sales leaders in ensuring improvements ‘stick’ in the workplace, maximising the return on their time and resources.