Sales Leadership Training

Gallup says a lack of leadership is causing a “$7.8 trillion workplace problem.” In its State of the Global Workplace 2022 Report, the marketing and research firm reported that 79% of the global workforce is not engaged at work. These people report feeling disinterested in their day-to-day tasks, detached from the work they are doing, and devalued and demoralized by their management team. The resulting loss of productivity costs companies more than $7.8 trillion a year. To put this number in perspective, it’s roughly equal to 11% of the global GDP.

Gallup called a highly engaged workforce a “strategic advantage” for almost all companies. Putting it another way, organizations with more engaged workers do better than their competitors. Their enthusiasm for the company they work for translates into higher customer satisfaction and increased profits. For example, organizations with engaged employees report having 18% more sales.

Of course, creating a more engaged workforce isn’t easy. Deloitte reports that companies spend more than $100 billion each year trying to build employee engagement. Despite all this effort, the number of engaged workers has remained roughly the same for the past decade. That’s because the problem usually isn’t at the bottom, it’s at the top. An engaged workforce starts with leaders that provide support, offer feedback, and recognize the hard work coming from their team members. They inspire and motivate their people to set higher and higher goals. And they teach them how to learn from their failures and celebrate their successes.

The trouble is that these kinds of leaders are hard to come by. Many of those people who are promoted internally struggle with their new roles. According to research published in the Harvard Business Review, more than a third of those who move up to leadership positions within their companies don’t have all of the skills to do the job. That shows why sales leadership training is so important. It provides those who have recently been promoted to leadership positions, as well as those who have shown an interest in moving up within their organizations, with the skills they need to lead their teams.

There are many sales training companies out there offering courses for those in leadership positions. But Winning by Design, the expert in recurring revenue acceleration and optimization for B2B companies, stands out because it has continued to expand its sales leadership coaching offerings to meet the requirements of a changing workplace. “How we work, manage, and coach our teams has evolved so much in the past few years,” says Kevin Dorsey, Practice Lead for Revenue Leadership. “Without strong sales leadership, you can’t scale, grow, or develop your reps to their true potential.” 

Ideal for frontline managers, sales directors, and sales executives, Willing by Design’s sales training programs focus on developing leadership skills, learning coaching techniques, and mastering the recurring revenue model. According to Dorsey, the company’s “scientific approach to sales playbooks, coaching, and scaling is unmatched.” He said these benefits provide a “true competitive advantage for any revenue team.”

Winning by Design’s B2B sales training is the way to provide your entire revenue team — Sales, Sales Development, Business Development, Customer Success, and Revenue Management — with the skills they need to succeed. Our sales training courses for beginners include courses geared toward newly hired account reps who have little or no experience in the field. Once they’ve mastered those skills, we have other courses to help them in other areas, such as landing larger accounts. There are also courses for frontline managers and executives wanting to ramp up their skills. Winning by Design leads the industry with a coaching framework that includes your entire go-to-market team.

Sales Leadership Development Program

When putting together our sales leadership development program, Winning by Design considered the way that people actually learn. When we listen to a lecture, most of the information goes one ear and out of the other. Research shows that we retain barely 10% of what we hear. But when we discuss something that we have heard with a colleague or apply it to one of our own business challenges, we are much more likely to retain it and use it again in the future. That’s why Winning by Design’s Revenue Academy offers interactive training sessions with engaging instructors, along with best-in-class frameworks and detailed blueprints for each step along the sales journey.

In our sales leadership courses, you learn from trainers who have years of experience in the business world. It’s a back-and-forth discussion, so participants have plenty of time to ask challenges they are facing. Role-playing and other techniques emphasize the main points. “Rarely have I experienced training at this level,” said Scott Gilbert, Vice President of Customer Support at Qumu Corporation. “The sheer number of ways that the Winning by Design team engages you to make sure your understanding of the material sticks is mind-boggling. There were so many different learning modes — videos to watch, great discussions, practical exercises.” 

The Revenue Academy has a full slate of courses, including a pair of sales leadership training programs we created for today’s leaders. The first is a course called Managing for Impact. This newly updated and expanded course develops foundational coaching skills for managers of sales and customer success teams. Managing for Impact gives leaders the techniques they need to be effective coaches and help their teams improve their own skills and implement new process initiatives.

The second program, Managing for Leadership, is designed to build on the skills that participants already have. The eight-hour course starts with revenue metrics, focusing on which ones matter most and how to use them to set clear goals for a sales team. It also guides managers on how to create a weekly, monthly, and quarterly coaching cadence to make sure their team continue to hone their own skills and explains how scorecards can help their team make more effective calls.

These sales leadership development courses are an ideal introduction to Revenue Architecture, which explains the principles of recurring revenue and how to apply them to your business. Geared toward top-level executives, it’s also a good choice for those who are moving into revenue leadership roles.

Participants said that these courses make Winning by Design’s Revenue Academy the “best sales leadership development program.” They told us that the courses helped them manage their teams more effectively. “I have learned so much and have been able to take these learnings and apply them to my day-to-day,” said Roxanne Bilski, Manager of Client Success at 7shifts. “The Winning by Design courses themselves provide a solid framework to improve on a skillset, whether it’s helping your sales team to build on their sales acumen and establish a repeatable and effective process or helping your management team provide effective coaching to their direct reports.”

Sales Leadership Certification

At Winning by Design, the companies that we work with on a regular basis say that our industry recognized B2B sales certification makes all the difference. They often sign up their entire teams for courses that give them the credentials they need to open doors. “At our core, we really believe in investing in our people,” said Francesca Cruz, Chief Customer Officer at Greenlight Guru. “Providing them with WBD training has not only helped our team perform at a higher level, but it has given them skills and certifications that they can take with them into the future. This has ultimately made our team more engaged, and you can feel how much everyone values the investment in their own professional development.”

Whether you want to become a Certified Professional Sales Leader (CPSL) or a Certified Professional Sales Person (CPSP), take a look at the marketing and sales certification courses offered by Winning by Design. Our participants tell us that our sales leadership certification courses are so valuable because they provide plenty of practical information for leaders at a SaaS-based company. “The mix of independent study materials, videos, and in-person training are all very well put together and helpful,” said Michael Davenport, Client Development Supervisor at Kasasa. “All of the information is very clearly presented and practical. I loved the emphasis on immediately taking what we learned and applying it to our sales conversations.” 

Winning by Design has put together certification courses that help all of your team members function at the highest level. We offer the best-in-class open courses that are perfect for small groups, along with private classes with custom-build curriculums that can accommodate your whole team. We also offer coaching to help reinforce what your team learned in the training sessions. All of this training helps companies with a recurring revenue model put in place the processes they need to scale quickly and attain sustainable growth in the long run. It breaks down silos and helps you create one powerful revenue team.

The courses at Winning by Design are backed by our proven track record of more than a decade. More than 600 companies train their revenue teams with Winning by Design’s innovative sales training techniques. Winning by Design has earned more than 500 five-star reviews on G2 and is ranked among the best in the following categories: Sales Training, Sales Consulting, Customer Success Training, Account Based Marketing Consulting, and Revenue Operations Services.

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