The Deliverables
+ This development programme is focused on the commercial objectives of powerful customer engagement, business opportunity development, new business capture and the target outcome of revenue generation.
+ The emerging reality of FY20 / FY21 and beyond will further reinforce the business imperative for all who are customer facing to be highly commercially literate ‘real world’ business-people … capable of engaging powerfully with customer senior LoB decision drivers. This requires an outstanding blend of Capability, Confidence and Credibility. The Sales Gym is directly focused on these priorities.
+ It will focus on practical application of the principles introduced in each session. It will define the headline ‘Breakthrough Issues’ that are the primary challenges facing senior management teams as they re-shape their organisations for stability and growth
+ The key concepts and practical sales tools will be captured at each of the six ‘Workout’ modules using a Sales Gym Playbook
The series of initiatives highlighted have been shaped around the experience of the core TMMp Programme Director team that have delivered these MasterClass concepts and related Line of Business team and business development initiatives to over 3000 participants in recent years.
LiveVirtual
| OVERVIEW OF WORKOUT SESSION COVERAGE | |
|---|---|
| The programme is structured as a series of LiveVirtual coaching sessions delivered over six one-day Workout sessions, each with a one week gap | |
| Workout One IMPACT – Understanding the ‘C-Level’ Mind-Set … shaping powerful business conversations for ‘C-Level’ engagement | |
| Workout Two NEW-NORMAL – Driving Success in today’s Turbulent Reality ... the values, behaviours and capabilities empowering today’s winners | |
| Workout Three INSIGHT – Understanding the Customer Reality … developing credible and directly relevant conversations with the ‘C-Suite’ | |
| Workout Four PERFORMANCE – Navigating the ‘Financial Maze’ … key financial principles and language essential to business conversations | |
| Workout Five WINNING – Shaping Powerful Value Propositions … shaping effective value proposition and outline business case discussions | |
| Workout Six GO 2 MARKET – Transforming Go 2 Market Capability … how leading /emerging successful corporates are building new business |
“The Sales Gym programme is focused on rapidly building Capability, Confidence and Credibility.
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the delivery
LiveVirtual
| PROGRAMME DELIVERY | ||
|---|---|---|
| Prior to Programme Pre-Briefing - Overview / Initial Preparatory Reading / ‘Ten Point Health Check’ | ||
| Each ‘Workout’ day will comprise two LiveVirtual Sessions (100 minutes). Each will in practice be divided into a series of ‘mini sessions’. These will be a blend of overview of personal development insights, key commercial principles, business ‘best practice’ plus headline implications for powerful business leadership | ||
| 0 - 100 minutes | Workout Part 1 | Coaching Director led session including ‘individual’ / ‘breakout group’ team challenges |
| Break 100 - 160 | Time to grab a refresher drink and snack | |
| 160 - 260 minutes | Workout Part 2 | Coaching Director led session including ‘individual’ / ‘breakout group’ team challenges |
| 260 - 300 minutes | Individual / small group ‘chat’ | Immediate follow - on support / mini - coaching discussions with participant |
| Within one day | Post Session Check-up | Self-review plus briefing of preparatory reading for completion prior to next ‘Workout’ day |
The process of each Workout session will identify a series of specific initiatives particularly focused on further developing Personal Confidence, Competence and Credibility to powerfully engage at ‘C-Level’.
Sales Gym Playbook
The purpose of this Playbook document is to provide each participant, for each session, with:
+ Aides-Memoire - summaries of the key concepts, fundamental B2B ‘C-Level’ engagement principles and best practice checklists
+ Toolkit practical analytical frameworks that can be used to research and profile the customer reality to clearly identify their business reality. Pinpoint the ‘Breakthrough Issues’ facing their Exec. team and shape value proposition / business case approaches
| W1 | W2 | W3 | W4 | W5 | W6 | ||||||
|---|---|---|---|---|---|---|---|---|---|---|---|
| Pre-Briefing |
Workout | Apply W1 |
Workout | Apply W2 |
Workout | Apply W3 |
Workout | Apply W4 |
Workout | Apply W5 |
Workout |
| One week | One week | One week | One week | One week | One week |
session details
+ Workout One IMPACT – Understanding the ‘C-Level’ Mind-Set
Mapping the customer business on the Maturity S-Curve and recognition of the different financial implications / action priorities for each phase of maturity
→ + Refining Capability
Q What are the fundamental principles for shaping powerful business conversations when engaging with senior customer business executives
+ Workout Two NEW-NORMAL – Driving Success in today’s Turbulent Reality
Review of the latest independent research into emerging successful and stable organisations – fundamental ‘success drivers’ that empower today’s high performing businesses.
→ + Refining Capability
Q What are the values, behaviours and capabilities that are empowering today’s corporate ‘winners’?
+ Workout Three INSIGHT – Understanding the Customer Reality
Industry Insight – practical research / profiling concepts to highlight the customer sector dynamics and emerging future reality … THE SECTOR CHALLENGES
→ + Refining Capability
Q How to develop real understanding of the customer reality to ensure credible and directly relevant conversations with C-Suite executives?
+ Workout Four PERFORMANCE – Navigating the ‘Financial Maze’
The foundational areas of commercial finance literacy that will be directly relevant to discussions with customer executives
→ + Refining Capability
Q What are the key financial principles and language essential to business conversations?
+ Workout Five WINNING – Shaping Powerful Value Propositions
How powerful value propositions drive competitive advantage … building compelling selling messages that are tailored to the needs of specific segments and target customers
→ + Refining Capability
Q How to prepare and shape value proposition discussions leading to the demonstration of an effective outline business case?
+ Workout Six GO 2 MARKET – Transforming Go 2 Market Capability
Practical implications of adopting a Customer Experience culture / mindset to compete and win
→ + Refining Capability
Q How is Go 2 Market continuing to transform and what are the leading /emerging successful corporates doing to build business?
the coaching team
The programme coaching is delivered by a team of highly experienced Coaching Directors each of whom have delivered MBA based and similar initiatives for many major businesses as a series of both Face to Face and LiveVirtual coaching sessions.
Coaching Director – Mike Ashton
Mike is an MBA and a Fellow of the Chartered Institute of Marketing. He has wide B2B and B2C experience with some of the world’s leading brands including Hilton International where he was Senior Vice President, global marketing and brand management.
Coaching Director – Louisa Moger
Louisa is an experienced Marketing Director with direct experience of leading change management initiatives and business transformation. Over 10 years leading a marketing consultancy business. Course Director for the Chartered Institute of Marketing Academy and teaching on Strategic Marketing and Marketing Leadership Programmes.
Coaching Director – Paul Elkin
Paul is an experienced Finance leader and Fellow of the Chartered Institute of Management Accountants. He has held a broad range of senior management roles in both public and varying private sector industries with UK and US businesses plus PwC Management Consultancy Services. Paul is Joint Managing Partner of TMMp.