3DSL™

Sales Leadership

Create game-changing insights for your sales leadership team

As a sales leader, you shape and drive the engine that powers the whole business. You need to be agile, working in the detail and then stepping back to take a strategic view of the whole go-to-market function.

3DSL™ Overview

The best sales leaders balance their time between doing, managing and leading. They work on the business, not just in it. They adapt to the most important issues at any given point, whether that means focusing on the plan, the process, or the people.

Imparta’s 3D Sales Leadership™ programme provides a customisable, challenging and insightful journey for your sales leadership team. Delivered by experts, it provides an opportunity to refine your sales and channel strategy, and the design of your sales organisation. It covers the full skill-set of a sales leader, from lead generation, opportunity and account management, to dealing with industry shocks, managing talent and boosting performance.

You can leverage a single module to power an off-site or address a specific strategic issue, create a development programme for new sales leaders, or build a custom programme that meets the exact needs of your business and your sales leadership community. 3DSL also integrates with Imparta’s Sales Management Programme, to create a shared vision and language across the management community.

Participants will refine their leadership skills through a comprehensive set of application tools and real-life exercises, all within Imparta’s continuous improvement ecosystem. The programme is based on more than 20 years of quantitative, qualitative and field-based sales research, and connects with the whole of Imparta’s 3D Sales Curriculum.

Course Overview

This course is fully customisable: different modules can be combined to create a training programme that exactly meets the needs of your business and your sales leadership community.

Key training topics include:

Building a heatmap of the current leadership approach to establish priorities, current competencies, and a development roadmap.
Understanding sales and channel strategy and analysing the current strategy to identify opportunities to improve.
Adapting to shocks in the industry and changes in the company, its competitors, channels, and customers.
Refining the sales organisation, including the roles needed, how they should be organised, how many there should be, and what skills are needed for each role.
Driving collaboration and rigour into a sales team in the areas of lead generation, opportunity management, margin management, customer success and account management.
Refining the leaders’ approach to rapid decision-making, including in VUCA environments.
Acting as the Executive Sponsor on strategic accounts.

Impact

Imparta’s Sales Leadership programme has been shown to:

Create significant value through game-changing shifts in sales and channel strategy, including accessing or prioritising attractive segments, building sources of competitive advantage in the sales organisation, and defining option strategies to thrive under conditions of volatility, uncertainty, complexity and ambiguity.
Improve business performance, with increases in key indicators such as conversion and win rates, deal size and revenue and profit from new and existing accounts.
Increase senior salesperson retention through personal development and recognition.

The Role of the Sales Manager & Leader

Richard Barkey, Imparta’s Founder and CEO, explains the framework we use to understand the role of a sales leader and/or manager.

3DSL™

Who is it for?

The Sales Leadership programme is designed for senior sales executives and leaders, as well as sales enablement professionals.

It can also be recommended for any high-performers in a sales environment who are interested in a transition to managerial or leadership positions.

Formats and Duration

3D Sales Leadership’s unique, modular structure, along with our online assessments, lets you provide support for the participants’ specific needs, create a focused intervention to close common skill gaps or build and deliver a comprehensive Sales Leadership Academy.

Up to 12 ½-day instructor-led face-to-face or virtual workshops.
Application tools and ‘nudge’ questions.
Pre and post eLearning (a full course as well as individual assets that you and your teams can re-use and embed into playlists).