Sales Management Disciplines

Cement the connection between good sales management and consistent on-target sales performance

Equipping sales managers to drive consistent frontline sales performance is both a significant challenge and profound uplift opportunity for many sales organisations. With little specific research available, knowing ‘what good looks like’ and understanding how your managers’ compare to best practice can prove difficult. With the additional complexity of a rapidly evolving selling environment, now more than ever a framework is required to cut through the noise and drive focus on what will help sales managers ‘move the needle’.

Drawing on global benchmarking data of over 75,000 salespeople and 11,000 sales managers, Blackdot’s Sales Management Disciplines have been developed specifically to demystify the levers which drive results in sales management. Grounded in this research, this immersive capability program is designed to enhance capability across the behaviours that matter and kick-start change through practical tools and skills which participants can immediately apply.

Key Program Content:

Coaching & Performance Improvement

Utilise Blackdot’s proven framework for managing performance and framing coaching conversations specifically in the sales context

Sales Process

Build belief and adherence in the sales process to generate more consistent and predictable sales person performance

Sales Management Rhythm

Develop and refine your suite of high-impact, value-adding sales meetings that will focus the frontline on what will create impact

Teaming & Quality Standards

Understand the building blocks of an engaged sales team with high levels of motivation and discretionary effort

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Blackdot helps one of Australia's largest banks enhance role clarity and focus on key market segments

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Adopting Best Practices to Enhance Sales

Blackdot helps a leading pharmaceutical company develop a new sales management framework to improve coaching and performance management

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Blackdot helps a leading investment bank design and implement a new set of forums to enhance sales performance

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Global Pharma Company Boosts Sales Effectiveness by 300%

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Blackdot helps a nationwide insurance company assess frontline sales effectiveness and identify high-performing behaviours

Our Clients Realise Transformation

  • Christine Yates, General Manager, NAB Private - National Australia Bank
    • Christine Yates, General Manager, NAB Private - National Australia Bank

    "One of the things we liked most about Blackdot was their ‘12-4-7’ methodology, which forced us to diagnose our fundamental problems and solution-set broadly."

  •  Christine Yates, Executive General Manager, National Australia Bank Private Wealth - NAB
    • Christine Yates, Executive General Manager, National Australia Bank Private Wealth - NAB

    "We engaged Blackdot to run a detailed sales effectiveness diagnostic project leveraging their full suite of benchmarking surveys and consulting services. The robust and comprehensive diagnostic culminated in a 2 day intensive 'vital few' workshop with 40 of our most senior leaders. The outcomes were impressive..."

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Learn more about the Sales Management Disciplines Capability Program