Funded Programme - Sales and Revenue Leadership

Strategy, Management and Leadership For Sales Revenue Leaders

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revenue leader

Duration
12 weeks

SKILL LEVEL
Advanced

LECTURES
5 modules

Duration
12 weeks

SKILL LEVEL
Advanced

LECTURES
5 Modules

12 weeks Integrated Learning Experience

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Sales Leaders Programme Details

The programme is designed as an integrated 12 week learning experience whereby course participants will engage with tutors online. In addition to interactive online delivery, Face to Face sessions will be available for those able to attend. 

The programme is designed in a structured way but learning is flexible according to individual study preferences.

Each Module Learning Cycle of two weeks comprises:

  • Pre Module Preparation
  • Attendance at Live Tutor Master Class 1
  • Team Assessment Preparation
  • Team Presentations with Feedback at Master Class 2
  • Self Reflection Report for Introspective Learning
  • Booking One on One Coaching
 
  1. Five Days is scheduled for Pre Module Self Preparation. 
  2. Live Tutor Master Classes are held for 2.5 hours at weekly intervals
  3. Team Based Case Discussions and Assessment Preparations are group coordinated in the intervening week between Master Classes.
  4. Coaching is offered to all participants and is pre booked after the submission of the Self Reflection report.
  5. Application based Assessment for each Module will be undertaken through Team Presentations.

It is intended for each course member to be immersed fully into the this unique experience. All learning is purpose driven to positively impact Strategic Sales Leadership deliverables.

All course members will be introduced to the programme through an Orientation Session so that each participant will receive a on-boarding welcome by the APACSMA Team.

A course portal (LMS) will enable everyone to be actively engaged as members of a community. Our course team communications will also use digital social media to stay connected.

Each Module will be supported with Video Lectures, Team
Discussions, Comprehensive Study Materials plus Peer to Peer Reviews with Live Tutor keynote classes .

This blended design is intended to provide comprehensive module coverage to achieve the Programme Learning Outcomes.

The programme architecture is intended for self paced learning with scheduled interactive learning.

 

The Orientation Week to welcome everyone before commencement is designed to ensure that each participant is securely and confidently onboarded into the programme and familiarised with our Learning Management System [LMS].

Membership of our Alumni and the Programme Community will ensure that everyone has an sense of belonging as well as for making connections among like minded  professionals who are looking at the world through the lens of Revenue Optimisation..

Week 1

  • Introduction and Orientation

Week 2 -11 

  • 5 Programme Modules
  • Strategic Management for Sales Leadership
  • Business Growth Strategies
  • Revenue Enablement
  • Revenue Sustainability
  • Innovation & Changes for Results

Week 12

  • Programme conclusions and learning outcomes
Sales Leaders

Insights from Course Director

Credentials

Part A - Strategic Management for Sales Leadership

This module is designed to provide Senior Sales Leaders with a critical understanding of the importance of Strategic Management and Strategic planning as a basis for Leading Sales Teams to contribute revenue optimization targets for Organisational Stakeholders.

Upon completion of this module programme participants should be able to display the following knowledge, skills, and abilities:
1. Demonstrate a comprehensive understanding of the nature Of Strategic Management and the Process of Strategic Planning to drive Sales Performance Optimisation
2. Review current personal effectiveness in Leading Sales Teams within a customer-centric culture.
3. Assess Sales Performance Measurement and Metrics For Contextual Relevance, Monitoring & Review.

Part B - Business Growth Strategies

This module is designed for Senior Sales Leaders to appraise and then justify changes to strategies for Business Growth, thereby delivering Revenue Optimisation solutions based upon robust reasoning.

Upon completion of this module programme participants should be able to demonstrate knowledge, skills and abilities as
outlined :
1. Understand and critically assess routes to Strategy Design for intended implementation
2. Construct and demonstrate a robust process to originate, Analyse and evaluate Business Growth Strategies to secure Revenue Stream Acceleration.
3. Review Good Governance adequacy in the ambition for Business Growth.

organizational skills
Sales Engineers

Part C: Revenue Enablement

This module is designed to create awareness of systems processes and protocols by which Sales Revenue is Enabled and aligned to financial performance imperatives. In so doing the role of the Senior Sales Leader is enlightened to influence decision taking for Revenue Optimisation.

Upon completion of this module programme participants should be able to demonstrate knowledge, skills and abilities
as outlined:
1. Understand the financial management key result areas which are impacted by Sales Performance and Sales
Revenue Capture.
2. Develop a clear knowledge and detailed understanding of Total Revenue Management Systems.
3. Review Revenue Sources and Revenue Enablement Processes for potential revenue optimisation.

Part D: Revenue Sustainability

This module is designed for programme participants to explore important linkages between Customer Value Management and Sales Leadership Imperatives to deliver Business Revenue
Sustainability. It reinforces the fundamental need for building a progressive culture for Customer Centricity.

Upon completion of this module, programme participants should be able to demonstrate knowledge, skills and abilities as
outlined:
1. Establish and assess the linkages between Customer Value Creation and Customer Value Capture to understand the Basis for Sustainable Customer Loyalty.
2. Review Customer Management Imperatives for Revenue Optimisation and Customer Value Growth.
3. Realise the contribution of end-to-end Customer Service Delivery in the Quest for Customer-Centric Based Revenue Optimisation.

Sales Leaders

Part E: Innovation & Change for Results

This Module is designed for programme participants to understand and evaluate classical approaches to
Leading Change in order to be better prepared for driving interventions in the quest for Revenue Optimisation.

Upon completion of this module course participants should be able to demonstrate knowledge, skills and abilities as
outlined:
1. Demonstrate a high level of Team Leadership
understanding to support and achieve value-driven.
Change in Individuals and Organisations and Manage the Impact upon those affected
2. Critique Classical Change Management theory for leadership reflection and mindset realignment for achieving change.
3. Enable significant innovation and change within a Managerial context and Leadership position.

Gallery

Assessment and Exam Matters

  • Understanding the Assigned Task
  • Research
  • Teamwork to Approach the Task
  • Practical Application to Achieve a Meaningful Outcome
  • Quality of Analysis and Synthesis for Contextual Application
  • Logic and Argument
  • Team and individual presentations for proposed solutions
  • Use of models , frameworks and techniques
  • Transferability of knowledge for future employability through
    reflection

Collaborative Team Based Assessment is a core feature of this
Senior Sales Leaders Programme, which combined with high level practical feedback,is designed to reinforce the Learning Outcomes for each Participant.

Individual Reflective Assessment for each module is submitted at the end of each module to enable one on one scheduled coaching sessions to be arranged for Professional Development.

All assessment is intended for self evaluation and self enrichment to thereby provide insight for each participant to take future action for leveraging Leadership & Management Competency in different contexts.

For Team Based Assessment,participants are weighted equally. Both Individual and Team Based Assessed work will have the following grading:

  • High Distinction -> 80% +
  • Distinction -> 70-79%
  • Merit -> 60-69%
  • Pass -> 50-59%
  • Fail -> Less than 50%

Participants are guided to succeed but in the event of failure, one resubmission will be permitted within a one-month timeframe.

A Certificate of Attendance will be issued to those who do not submit all required Assessments.

A Certificate of Completion will be issued to those who successfully complete the required Assessment together with a Transcript.

The Certified Sales and Revenue Leader Award endorsed by the Institute of Professional Sales will be conferred upon those participants who achieve a Distinction on the programme.

APACSMA will issue a digital badge and eCertificate within 2 weeks of completion. You will receive a notification from edu@badges.apacsma.com.

To help showcase your achievements, APACSMA has developed together with industry bodies and academia to provide you with unique blockchain verified credentials, a digital version of your qualifications and abilities.

Once you have accepted your badge, you can broadcast the badge directly to your social networks: LinkedIn, Twitter and Facebook; over email; embedded in a website or in your email signature.

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