with Head of Corporate Sales at Google
13 APR 2021 - 20 MAY 2021
DURATION:
6 WEEKS
TUESDAYS & THURSDAYS
5 PM PST / 8 PM EST
Learn how to show up for your Sales team like never before. Let Google’s persuader-in-chief teach you the billion-dollar selling and leadership techniques that will empower you to maximize your Sales team’s impact, from prospect to close.
Work directly Google's Head of Corporate Sales to sharpen your Sales Management skillset for any audience. You'll apply what you learn in real time to your own Sales practice and come away from this course equipped to help your Sales team beat their own expectations of success.
Training from a Leader, for Leaders
Each lesson digs deep into a specific key challenge facing high-performing Sales team leaders. Through lessons, projects, and break-outs, you'll transform your view of what leadership means in Sales — and come away with the skillset to coach your team for success.
Live and Personal
This intimate course is an opportunity to learn personally from a Google sales leader. You’ll collaborate closely with your fellow learners and Google's Head of Corporate Sales every week in a dynamic virtual classroom. Lilah will coach you on the most relevant trends in sales management and teach you how to build, develop, and grow a thriving sales team.
Speakers
from Day 1
Strategies
Learn the strategies for prospecting and development relied on by Google's top Sellers and Sales Managers. Google's Head of Corporate Sales will show you how to use data and soft skills to show up for your brand and your team. Then, you'll see how the best Sales leaders effectively develop their team talent in a pitch coaching session with Microsoft's VP of US Channel Sales Organization.
JONES LinkedIn Profile
- Head of Corporate Sales, North Central US Google Cloud
- 10+ years at Microsoft and Dell in sales and leadership roles
- Brings together the “best of Google” to solve growth challenges for strategic customers across multiple verticals globally
- Known for her authentic leadership and love of endurance sports
COURSE INTRODUCTION
The biggest myth in Sales Management is that selling is about the product. The real foundation of Sales is purpose — starting with who you are as a team and why you’re all there. Today, we’ll learn about how to communicate purpose to your Sales team and use that as an essential tool of performance success.
- Importance of “why”
- Mission & purpose
- Motivation & human behavior
- Alcoa Steel: Habits and the impact of “why”
Assignment 1: (Case Study) Read this Alcoa Steel case study and complete the "Mission, Impact, Purpose" exercise to share during the next class.
This class will be fully discussion-based as you work in groups to practice applying the concept of "Why" in Sales to improve Seller impact.
- What were your key takeaways from the "Mission, Impact, Purpose" exercise? (group work)
- Application: Your organization
- Break into groups and share an MIP of your work or organization
Today we'll focus on the science side of Sales to improve prospecting and effectively scale. I'll show you how to use data to refine your targeting and some of my go-to tools for developing and closing leads at scale. Then, we'll turn to a favorite non-software prospecting tool: networking.
- Art vs. science of selling
- Targeting smart: Where do you win? Use data!
- Mindset, skillset, toolset
- Showing up for your digital professional brand: Networking 101
Assignment 2: Read the assigned article on social selling and list your (or your teams) 3 top barriers to account development. Then, come up with 2 or 3 strategies to overcome those barriers.
Learning extension: Update your LinkedIn Profile using the resource shared during class.
In today's class, you'll be fully engaged with your fellow learners as you work together to solve account development challenges from the POV of Sales Manager. Then, I'll discuss the difference between managing and leading, and how a servant approach to leadership empowers you and your team to thrive.
- Account development challenges and strategies
- Sales Manager role play
- Managing vs. leading
- Servant leadership
There's a reason parents tell their kids bedtime stories, not bedtime facts. In today's class, you'll learn how to coach your team to overcome excuses with storytelling that resonates with prospects.
- Elements of a strong story and pitch
- Key to creating a pitch starting with why
- Focus on the BIG WHY!
Assignment 3: Develop your elevator pitch using the readings and framework shared after class.
Last class, you learned how to make a great pitch and then applied those lessons to refine your own pitch. Today, you'll go head-to-head with your fellow learners in a pitch competition judged by a Sales VP at Microsoft.
- Share a key takeaway from the reading
- Share your elevator pitch with the class
Team engagement and team performance are closely linked. Understanding and optimizing that connection is something we take very seriously at Google. Today, I'm going to share our insights with you. Then, you'll work in groups to apply the guiding principles of team engagement in a case study exercise.
- Importance of team engagement
- Google research on high-performing teams
- 5 traits of high-performing teams
- Application and case study
Assignment 4: Using the material you learned in class, create a one-page proposal that includes 2-3 things you can do to create psychological safety on your team over the next 30 days.
Today, you'll hear an accomplished Sales leader share her insights on what works in leadership (and what doesn't). Then you'll work in groups to analyze a case study in leadership gone awry.
- Breakout session (What did you just hear?)
- Case study: WeWork Lessons in Leadership
- Group work: Analysis
Assignment 5: Complete the readings shared with you after class.
As a Sales Manager, the ability to give your sellers timely, helpful feedback is an essential skill. So is the ability to accept feedback from your team. In this lesson, I'll teach you the framework I use to coach and motivate my sellers through feedback. Then, you'll practice making space for vulnerability and failure by applying these principles to your own professional experience.
- Importance of feedback
- HIP feedback method
- Application: Developing a growth mindset
Assignment 6: Review Satya Nadalla’s interview and write a reflection of what you learned. Choose a few leaders you have worked with directly and indirectly and reflect on what traits you admire and why.
Learning extension: If your organization uses a 360 Degree Feedback survey, use it to gather feedback from 5 people. If you don’t have one through your organization, use the template provided through Survey Monkey.
Our class today will be fully hands-on. You'll partner with another learner to practice giving and receiving feedback as we discussed in the previous class. Then, we'll rejoin as a class to share takeaways.
- Application: In pairs, follow the workshop outline I'll provide
- Class discussion: What did you learn? Share key takeaways from the workshop with the class.
Assignment 7: Using the feedback you received from the 360 Degree Feedback exercise, complete your Sales and Management Self Portrait.
Of course, getting the best out of your Sales team is easier when you know how to hire the best people. Today, I'll teach you my approach for effectively recruiting talent and prepping them for success during onboarding. Then, we'll dig into some of the strategies you can use to cultivate the potential of your team members.
- Finding talent
- Interviewing, onboarding, and compensation
- Performance management and development plans
- Using strengths and stretch assignments
Assignment 8: Schedule a 1:1 with your direct or with your boss. Use your own template or the one shared after class. Then, write a 250-word de-brief on what it was like, what you learned, and what surprised you.
For our final class, you'll hear from Google's Global Director (and my boss) on an essential leadership topic.
- Breakout session: What did you hear?
- Course wrap-up
Assignment 9: Now that you've completed the course, observe your global learning in a self-guided reflection exercise.
Create a 90 day plan that includes learning, performance coaching using data, and acceleration with strategy and positioning.