Page 94 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

Raising Sensitive Issues in a Team
(http://solutions.ccl.org/Raising_Sensitive_Issues_in_a_Team)

Building Your Team's Morale, Pride, and Spirit
(http://solutions.ccl.org/Building_Your_Teams_Morale_
Pride_and_Spirit)

7. Active Listening

Active Listening: Improve Your Ability to Listen and Lead
(http://solutions.ccl.org/Active_Listening_Improve_Your_Ability_
to_Listen_and_Lead)

“Develop your leadership bench by using a formal leadership curriculum
for your salespeople who earn the opportunity.”

Participants were asked to complete the following three tasks:

1. Each week, leadership candidates started by completing a preparation
document related to the topic of the week. For example, if the week's topic
was “conflict management,” then the preparation document would pose some
representative conflict scenarios and prompt the leadership candidates to
explain how they would deal with each scenario. The preparation work was
effective for testing the natural instincts of the leadership candidates and
getting them to think about these scenarios before exposing them to best
practices around handling them.

2. After the preparation work was submitted, leadership candidates completed
the reading(s) assigned for that week's topic. Candidates could connect the
general best practices to actual scenarios they would surely face as sales
managers.

3. After completing the reading, candidates met with me (or, once we had
reached scale, a full-time leadership trainer) to role-play the scenarios in
person. The role-play was an opportunity to evaluate how well the candidates
absorbed and applied the best practices.

Here are some example role-plays that correspond with the topics covered
in leadership training.

Providing Negative Feedback Effectively: “You just shadowed a demo
with one of your salespeople. The call was awful. The salesperson
vomited product features the entire time and demonstrated inferior