MI SALES ACADEMYLEADERSHIP MODULES 2013

The MI Sales Academy

Welcome!

The MI Sales Academy has been designed around the modern business and for the modern business professional. It achieves this by providing a flexible, modular approach to people development.

Based on practical and highly effective Mercuri methodologies, proven for over 50 years with thousands of clients, the content of each module has been specifically designed to address the real life challenges facing managers and leaders in the 21 st Century.

The Academy will support the long term development of your people in two key ways:1. For those who require very specific development each module will focus on a core number of related topics which will be

covered in detail. Each will be supported before and afterwards with related e-learning modules.2. For those who require a long term development programme we will link various modules together to create a personal learning

path, covering the critical topics in a time schedule tailored to the individual. We will also link various related e-learning modules in order to create a fully blended learning experience.

Please contact Mercuri on 00 44 (0)1932 844855 and one of our consultants will be able to guide you on the most appropriate modules for your learning path based on your learning requirements.

We look forward to welcoming you or your team member to the Sales Academy and wish you and them every success on the development journey.

Sales Planning and Pipeline Management

The Agenda (2 Days)

Introduction and ObjectivesSetting the objectives for the participants.

The Factors that Influence Sales PerformanceDefining the key factors that drive sales results and influence personal performance.

The Sales Planning ProcessHow to create a sales plan that captures the key factors of performance and defines how results can be achieved.

The Sales Platform ConceptIntroducing the most powerful sales tool that Mercuri has, which is flexible and proven in almost all market sectors. It enables sales people and managers to balance short, medium and long term activity.

Managing the PipelineHow to create and use sales tools that measure and manage pipeline opportunities in order to improve conversion rates.

Implementing the Sales PlanHow to gain acceptance and commitment to the sales plan. How to monitor and measure progress.

Personal Action PlanningHow to implement the key learning points.

Who Should Attend?

This module is for Sales Directors and Sales Managers who have direct responsibility for leading and managing a sales team.

The Key Outputs:

A highly effective business planning process.A comprehensive sales activity management methodology.A clearly defined pipeline management process.Tools for measuring and monitoring performance.

The Schedule

12th – 13th February 2013 Kettering Park Hotel23rd – 24th April 2013 Kettering Park Hotel10th – 11th September 2013 Kettering Park Hotel22nd – 23rd October 2013 Kettering Park Hotel

The Investment £1,099 + VAT

(Excludes hotel costs)

Sales Leadership in the Field

The Agenda (2 Days)

Introduction and ObjectivesSetting the objectives for the participants.

Monitoring ResultsHow to monitor and analyse the sales key performance indicators. How to recognise trends that influence decisions.

Managing the Joint VisitsHow to adapt your role in the different situations in order to achieve the best outcome.

Coaching or Managing?Knowing when to coach and when to manage and how to make the necessary changes. Developing a coaching approach that suits the individuals.

Giving FeedbackHow to give feedback that is listened to and acted on. How to manage emotion.

Recognising good performanceKnowing what good looks like and how to replicate it across the team.

Personal Action PlanningHow to implement the key learning points.

Who Should Attend?

This module is for Sales Directors and Sales Managers who have direct responsibility for leading and managing a sales team.

The Key Outputs:

A comprehensive criteria for evaluating an effective sales visit.A highly effective coaching guide.A detailed template for managing joint sales visits.A comprehensive feedback process.

The Schedule

7th – 8th May 2013 Kettering Park Hotel17th – 18th September 2013 Kettering Park Hotel

The Investment £1,099 + VAT

(Excludes hotel costs)

Leading and Motivating the Team

The Agenda (2 Days)

Introduction and ObjectivesSetting the objectives for the participants.

Leadership or Management?Recognising the difference between the two and understanding how to get the right balance.

Leadership StyleHow to determine the most appropriate leadership style to get the most from your team. Using a self analysis to identify how to adapt your preferred style.

MotivationHow to analyse an individuals attitude to work and determine the key factors that influence motivation. How to use practical steps to influence motivation and attitude.

Implementing ChangeHow to recognise and overcome the key factors that prevent the implementation of positive change.

Decision MakingUsing self analysis to determine your preferred style of decision making. How to improve the quality of decision making.

Personal Action PlanningHow to implement the key learning points.

Who Should Attend?

This module is for senior managers or line managers who have to achieve their objectives through their team members.

The Key Outputs:

A comprehensive template for managing the motivation of individuals.A series of self assessment outputs to better understand personal behaviour.A personal guide for adapting leadership style.A detailed process for effective decision making.

The Schedule

19th – 20th March 2013 Kettering Park Hotel18th – 19th June 2013 Kettering Park Hotel17th – 18th September 2013 Kettering Park Hotel19th – 20th November 2013 Kettering Park Hotel

The Investment £1,099 + VAT

(Excludes hotel costs)

Performance Management

The Agenda (2 Days)

Introduction and ObjectivesSetting the objectives for the participants.

Setting Business ObjectivesUnderstanding the process that links objectives to activity and capability.

Monitoring PerformanceHow to determine effective performance indicators that focus on the right issues.

Performance Review MeetingsHow to manage one-to-one discussions. How to deal with those who under-perform and those who perform well.

Team MeetingsHow to use team events to influence performance.

Training and DevelopmentHow to identify the development needs of individuals. Examining the different methods of development.

Time ManagementHow to prioritise and knowing when to delegate.

Personal Action PlanningHow to implement the key learning points.

Who Should Attend?

This module is for senior managers or line managers who have to achieve their objectives through their team members.

The Key Outputs:

A highly effective process for reviewing performance.A detailed template for improving individual and team performance.A detailed tool for identifying development needs.

The Schedule

16th – 17th April 2013 Kettering Park Hotel5th – 6th November 2013 Kettering Park Hotel

The Investment £1,099 + VAT

(Excludes hotel costs)

Building and Influencing an Effective Team

The Agenda (2 Days)

Introduction and ObjectivesSetting the objectives for the participants.

Responsibility and AuthorityHow to empower the team members and get things done.

Effective CommunicationUnderstanding the key principles of effective communication.

Transactional AnalysisHow to adapt your communication style in order to influence others.

Team BuildingHow to develop the key components of effective team working. Undertaking the Belbin™ team role analysis.

Recruitment and InductionHow to develop the most appropriate programme to get new starters performing as quickly as possible.

Effective CoachingHow to use your personal input to achieve a change in behaviour and performance.

Personal Action PlanningHow to implement the key learning points.

Who Should Attend?

This module is for senior managers or line managers who have to achieve their objectives through their team members.

The Key Outputs:

A comprehensive template for defining team roles.A highly effective communication framework for influencing the team.An effective coaching framework.

The Schedule

8th – 9th October 2013 Kettering Park Hotel

The Investment £1,099 + VAT

(Excludes hotel costs)

MERCURI INTERNATIONAL (UK) LTD3000 HILLSWOOD DRIVEHILLSWOOD BUSINESS PARKCHERTSEYSURREYKT16 0RS

TEL: 01932 844855WWW.MERCURI .CO.UK