Driving Business Results: How to Lead, Develop and Manage Your Sales Team

Empower sales managers with leadership skills that accelerate team performance.

Leading research indicates that sales managers drive business results through their own effective leadership. Driving Business Results (DBR) empowers sales managers to focus on achieving maximum productivity. This suite of three one-day, experiential learning programs is organized around three categories: Lead, Develop, and Execute. Top-notch sales managers consistently do all three.

Sales Leadership

Designed to help sales managers discover how to accelerate their sales
team’s performance through effective leadership. This module shares the behaviors
of high-performing sales managers and the required actions to lead, develop, and
Driving Business Results. Using real-world challenges or roadblocks that sales managers face every day, participants collaborate to identify leadership characteristics and adopt behaviors that will help them lead salespeople successfully.

Develop Sales Professionals

Sales managers determine how to create an intentional sales culture for their sales team and to adopt new behaviors and enhance performance. Sales managers then explore high-impact sales behaviors and knowledge demands, based on customer research, to identify development priorities and deploy a cadence for their teams. 

Execute

Sales managers use a process for adopting an ownership mindset focused on achieving results and determine ways to manage internal stakeholders in order to achieve sales goals and objectives. In teams, Sales managers work together on a customized case study, reviewing and analyzing data to identify meaningful trends, detect sales opportunities for growth, and create action plans to drive higher levels of performance.