ROLE OF A SALES DIRECTOR IN THE CONVERSION PROCESS

Lead generation or prospecting Warming up and qualification Identifying burning problems Goal setting Pitching (customised as per burning problems and goal setting) Objection handling Removing risk Closing conversation Follow up

SALES STRATEGY & ORGANISATIONAL DESIGN

How to identify the sales organisation that you are building and optimise for it B2B vs. B2C: what are the differences and how to prepare accordingly How to create an organisational structure for the sales team International Sales Leadership and Remote Sales Excellence: How to build a sales team in India to successfully sell in the US, UK, and Global Markets When to create a setter-closer structure for the sales team, and how How to set up systems for call audit, process audit, & retention audit Managing up, setting expectations and aligning senior leadership

LEAD MANAGEMENT

How to build and scale effective lead generation and prospecting systems How to guide your team in warming up leads and qualifying prospects with precision How to develop a lead nurture system - autofunnels, application funnels, staging conversations, qualifying quizzes Lead allocation, auditing lead utilisation, lead quality assessment How to train your team to uncover the prospect’s burning problems and root causes How to help prospects define clear goals and link them to your solution How to craft and deliver customised pitches based on problems and goals How to handle objections with empathy, logic, and credibility How to remove perceived risk and build buying confidence How to lead powerful closing conversations that drive clear decisions How to implement a follow-up system that nurtures, re-engages, and upsells

SALES HIRING & TEAM BUILDING

What kind of people should you hire in your sales team How to use AI in sales hiring, sales training, sales audits How to make promotion and firing decisions, what mistakes to avoid ow to determine whether your team is telling the truth or merely painting a beautiful picture, and how to find out the truth

TRAINING, COACHING & DEVELOPMENT

How to create an effective sales training program - product training, process training, sales technique training, management training How to track analytics and effectiveness of your sales training and iterate How to decide when your team needs upskilling How to upgrade metrics, processes and training as you scale your salesforce from single digit to 200+

PERFORMANCE MANAGEMENT & ACCOUNTABILITY

How to track performance of your sales team and establish performance benchmarks How to deal with process non-compliance and misselling How to detect if vanity metrics are being used or if the system is being “gamed” How to create an actionable dashboard to make data-driven decisions

PROCESSES & SYSTEMS

Top 20 processes you need to implement in sales and how to organically improve them over time Tool stack you need for an effective sales organisation How to run a sales audit process: what are the possible kinds of audit mechanisms, how they can be beaten and how to ensure that your audit is working

INCENTIVES, REWARDS & CULTURE

What kind of incentives to create for your team What kinds of rewards and recognition programs to implement How to design and implement core sales management processes that drive accountability How to create incentive structures that drive the right behaviours and outcomes How to build meaningful rewards and recognition programs that reinforce culture How to define clear promotion pathways and career ladders for your sales team How to implement PIP (Performance Improvement Plans) and handle terminations professionally How to run effective one-on-one touch-ins that uncover blockers and build trust How to lead energising team huddles that align focus and boost morale How to consistently check motivation and alignment across your team

SALES TECH AND TOOLS MASTERY

How to effectively use sales tools to boost productivity and consistency How to build and interpret actionable sales dashboards How to master CRM systems for lead management, pipeline tracking, and forecasting How to leverage AI-powered training chatbots for just-in-time learning How to implement AI-driven or semantic sales tracking for deeper insights How to use cloud telephony to streamline outbound and inbound calling How to create and use sales collaterals that actually close deals

INTER-TEAM COLLABORATION, SALES & CROSS-FUNCTIONAL FEEDBACK LOOPS

How to manage expectations and alignment with leadership How to leverage marketing funnels in the sales process for improved results How to turn customer feedback into sales opportunities, when to relay feedback to product and marketing teams What inputs to give the CIO to improve internal tech How to give inputs to the CMO so that cost of marketing does not balloon You need to give inputs to the CFO so that they can create the right projections How to give actionable plans to the CEO to deploy capital to grow faster How to prepare for CPO or CHRO’s audit of sales culture

Course Description

Syllabus

Outcomes you can expect

Course Plan

Executive Certificate Course in Strategic Sales Leadership & Revenue Mastery

Enrollment Closed