Establishing the foundations for predictable and repeatable revenue growth
For early stage businesses (seed to series B) we provide an immersive 12 week training programme to help build the foundations for predictable and repeatable revenue growth.
Our Sales Leadership Development to achieve predictable and repeatable revenue growth is a structured training programme that aligns tightly with our Relentless Growth Playbook. The concepts taught are common among all 12-week cohorts that we engage. However, our development process is an organic one. We don’t follow a rigid curriculum, instead we use tailor the training needs for the business and let the overall pace of each module’s learning outcomes be dictated by their progress.
The development phase typically lasts 3 months, with sessions every one to two weeks. These sessions, along with the assignments to complete in advance, are geared towards validating adoption and application of each skill and concept. The process of learning is owned by the student, we simply act as their facilitators of growth.
By the end of the course, students should have:
Confidence that comes from using a proven approach to sales leadership (people &business related),
Foundation required to build predictable and repeatable revenue growth, and
Reusable leadership processes and competencies which can be applied to future entrepreneurial endeavours.
The following learning framework is separated into two categories of learning: Developing the People EQ and Developing the Business IQ
Developing the People EQ fundamentals of the Relentless Growth Playbook
This part of the Relentless Growth Playbook focuses on the disciplines related to your people; namely finding, attracting developing and retaining top sales talent. Sample topics covered includes:
Knowing how to spot the A-player when recruiting
How to treat recruiting like a sales cycle, attracting that A-player to your team
How to win the hearts and minds of each member of your team
How to satisfy your teams’ need for development, recognition & progression
Creating a culture of ownership, accountability and growth
Module 1: Recruiting A-Players
The first module will focus on who and how to hire the best sales talent for your organisation. Takeaways include:
Clear definition of attributes in your Ideal Candidate and how to test for them
Defined step by step hiring process to ensure you attract the A-players
Module 2: Engaging & Developing A-Players
The second module focuses on how to better engage and develop your sales talent, from how to run 1:1s, assessing skills and competencies, creating coaching plans and coaching greater execution. Takeaways include:
Weekly 1:1 framework
Talent assessment tools & coaching plan development
Rewards & recognision for individuals and the team
Developing the Business IQ fundamentals of the Relentless Growth Playbook
Having and keeping the best people is only possible when you can give them a clear path to success and support their execution of that path. Topics under this category include disciplines related to running the revenue side of the business; including positioning, process execution, metrics & KPIs.
This part of the Relentless Growth Playbook will arm you with skills like the following:
Identifying and communicating the path to success for each contributor
Arming your team with the critical ingredients for predictability & repeatability
How to monitor the health of your business without micromanaging
How to diagnose performance gaps & identify development needs
How to develop your A-players to a process of execution
Module 3: Sales Positioning
In this first part of the Business IQ framework, we’ll connect the dots between the needs & objectives of your target buyers with the differentiation your solution provides. Takeaways include:
Clear visibility to highest fit accounts to enable strategic territory planning
Clear and documented value alignment between the Spare Labs proposition and your target buyers needs/objectives
Prospecting approach based on territory segments
Module 4: Sales Process Execution
With the buyer context & value alignment clarified, we progress to outlining the critical path for your buyers to purchase, mapping this to a sales process and defining execution standards.
Clarified Sales Process based on buyer needs
Clear standards for execution of critical moments within that sales process
Module 5: Running the Business
With the positioning, process and standards all set, we dig into the operations behind consistent execution. Takeaways include:
Identifying the full funnel metrics behind the sales process
Using a critical few leading & leaning indicators to gauge health
Quantification of the path to success for each seller
Programme Facilitation
Over twelve (12) weeks, participants will participate in weekly 90-minute online conference sessions with pre- and post-work, however frequency and duration may adjust as needed to make progress through these topics over these twelve weeks.
How Students are Assessed:
Students will be assessed based on training assignments that accompany every week of learning. Participation during class will also determine whether knowledge transfer is complete for concepts covered during our training sessions.