Sales Organization Training
The Accountability Training® is a high-impact performance improvement solution for Sales Organizations. The Training produces leaders and teams that hit their numbers and achieve the results they are accountable to deliver. Successful wide-scale implementation in large sales organizations (numbering in the thousands in some of Fortune Magazine’s “Most Admired Companies in the World”) has consistently resulted in the improved performance of sales leadership teams and individuals at every level of the sales organization.
One successful sales organization executive describes his own company’s experience with Accountability Training:
“I had the opportunity to use the Partners In Leadership Accountability Training twice in my career. The first time was as a team member on a high performing team of sales reps in Central California. We consistently applied this for several years to all of our projects. Of the ten people on that team, nine of the reps were all promoted to district manager within that two-year period and our district manager began his climb from district sales manager to regional to cross-functional teams all the way to vice president of sales and marketing. Others on the team also went into regional leadership in sales or account management. You can find these people now in other companies as executive vice president’s and senior leaders. While I continued to use this for myself, the second time I applied the training was with my team as a district sales manager…Over the course of 6 months, our market share for our currently marketed drugs grew… It was a very good year for the region.”
Partners In Leadership maintains a database of over 100 senior executives references who are willing to talk with prospective clients about the results they obtained with the Accountability Training Services. Clients return again and again and continue to rely on Partners In Leadership’s services as they move to new organizations or are promoted to greater responsibilities—a sure sign of the significant positive impact of the Accountability Training and the sustainability of the content and approach.
| TYPICAL PLAN INCLUDES THE FOLLOWING ACTIVITIES: |
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- Planning and coaching sessions with the organizational leader
- Multi-level organizational assessment
- One-day workshop with the sales management team
- Executive Coaching of individual management team members
- Internal Facilitator Certification of local management team members
- Customized training by internal facilitators throughout the field force
- Integration activities to facilitate implementation and sustainability
- On-going work with the sales management team
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Partners In Leadership tailors these activities to meet the unique business objectives and specific team structure of each client organization. Based on their vast experience in working with sales organizations in a wide variety of industries and strategic settings, Partners In Leadership assists clients in developing exactly the right strategic approach to get the most out of any organization-wide performance improvement effort.
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APPLICATIONS OF THE ACCOUNTABILITY TRAINING® |
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The Accountability Training is successfully implemented by sales organizations all over the world and in every industry imaginable. Here are some successful client applications:
- Supported the successful launch of a new pharmaceutical product, which became the single most effective product launch in the history of the client resulting in one of the top performing drugs in the world.
- Developed the leadership effectiveness of Area and District managers in their work with local sales representatives to support sales organization goals and objectives. Improved coaching, feedback and follow-through resulted in exceeding budgeted sales targets for the year.
- Improved sell-through, margins and top-line sales in geographically dispersed retail sales organization. Created buy-in to point-of-sales procedures with front-line sales representatives, resulting in the turnaround of top-line revenue growth and overall organizational performance.
- Created greater ownership for client results with contract sales representatives in one of the largest ‘for hire’ sales organizations in the world. Supported urgent timelines for the hiring and training objectives of the organization.
- Energized the organization with a heightened sense of personal accountability in an OEM sales organization to achieve 15% growth (double the rate of the growth of the market). Achieved the 15% growth target early, then raised the goal to 25% for the same period and exceeded that.
Partners In Leadership has amassed over two decades of experience in helping Sales Organizations achieve their growth, leadership development and organizational objectives through using all the technology and tools from all Three Tracks of the Accountability Training. Sales leaders are never dissatisfied with the results the training helps them achieve and always come back for more.
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NATIONAL SALES MEETINGS |
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Partners In Leadership provides a high-energy and engaging approach to motivating and training the sales organization in the National Sales Meeting setting. They are frequently the keynote presentation and also offer customized breakout training sessions. Presentations and workshops are customized to meet the objectives of the meeting and to align with the theme of the conference. Partners In Leadership speakers and trainers will address the topics assigned and integrate the concepts of Accountability into the flow of the meeting.
The Partners In Leadership Accountability Training accelerates a team’s journey to superior, sustainable performance and helps Sales organizations:
- Motivate team members to take even more accountability for overcoming obstacles and achieving their sales goals and objectives
- Create a Culture of Accountability® where people stay focused on organizational priorities
- Eliminate The Blame Game and Below The Line® behavior
- Improve the effectiveness of leaders to help their teams work Above The Line®
- Create greater individual ownership for strategic organizational initiatives
- Motivate individual team members to ask “What else I can do?” to achieve results
- Build morale throughout the sales organization
