ROUTE TO MASTERY
Post-Graduate Sales Education Transformation for Sales Managers and KAMs
For Individuals and Multi-Client Cohorts
post-graduate sales education for
individuals and multi-client cohorts within kam and sales management Transforming Sales through insight and education
Learning System
Contents o A Route to Mastery Sales transformed
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o What students say about the programme Student testimony and outputs
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o Multi Client Cohort (MCC) Programme introduction
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o What sponsors say about the programme Sponsor testimony
o Mastery of Leading Sales Transformation Post-Graduate Certificate
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o Progressing to Masters level Post-Graduate Masters
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o 2016 / MCC Programme Calendar Programme dates
o Mastery of Key Account Transformation Post-Graduate Certificate
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o Application Process & Requirements How to apply
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o Progressing to Masters level Post-Graduate Masters
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o New Standards of Professionalism Your professional qualification
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o The Consalia Learning System Underpinning Excellence
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o Journal of Sales Transformation Driving a research community
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o Summary of programme benefits Why enrol in an MCC?
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o About Consalia & Middlesex University About us
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www.consalia.com
SALES TRANSFORMED
A Route to Mastery Accelerating sales transformation has become an urgent priority for any business seeking growth in today’s dynamic and fastpaced customer environments. Organisational sales transformation differs contextually for each client with whom we work. Whether it’s a question of remodelling complex sales structures; selling faster than the competition; entering new territories etc., we know that organisational transformation cannot be achieved without first addressing transformation at a personal level. Our route to mastery is achieved through the combination and effective deployment of learning and accreditation. LEARNING – Students acquire a range of reflective practice skills where they learn how to think more critically, following which they become transformational change agents for their organisations. – Students are taught action research techniques where they apply their learning to real life projects. These projects are linked to the organisation’s strategic initiatives and often involve
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the student with a wider circle of key internal / external stakeholders. – Students receive the latest theories around sales and / or sales leadership, stimulating ideas that improve their professional practice within the context of transformation. ACCREDITATION – A quarterly cadence of project work measures business impacts and links learning to a high performing sales culture. – External accreditation – up to a Masters degree level – ensures rigorous and consistently high standards of quality. – Professional qualications contribute to students’ personal brand and perceived value within the organisation. This in turn increases engagement as well as role effectiveness; students know their efforts to learn will be rewarded with a recognised academic qualification. – Organisations are leveraging accredited sales education as a means of attracting, developing and retaining their talent.
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PROGRAMME INTRODUCTION
Multi Client Cohort Initiative (MCC) CONSALIA ACCREDITED PROGRAMMES
MCC INTRODUCTION
Since 2008, Consalia has delivered bespoke post-graduate sales education programmes to global corporates, helping them equip their sales teams to perform at the highest level in the following areas:
The initiative for multi-client cohorts has been developed in conjunction with and at the request of current students and programme sponsors.
– Leading Sales Transformation – Key Account Transformation – Sales Transformation All Consalia accredited programmes are underpinned by our unique system for learning (CLSTM), which draws upon the principles of work and action-based learning. This award-winning approach to accredited sales learning has been the subject of wider industry and academic recognition. Such successes have combined to help position Consalia and Middlesex University as the largest provider of post-graduate sales education in Europe. Until recently all our accredited programmes were offered on an in-company basis; it is only now that we are able to extend this level of education to a multi-client cohort environment.
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MCC allows for: –
Greater flexibility as smaller numbers of students can participate from sponsoring companies, in addition to those applicants not sponsored by their employer.
– Additional flexibility is offered as participants can progress from a PostGraduate Certificate to a full Masters, staging students’ development over time. – Cross-company participation offers enhanced learning opportunities for students, who will gain new insights from varied industry (best) practice. – Cross-company student participation will further enable individuals to broaden their professional network
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POST-GRADUATE CERTIFICATE IN LEADING SALES TRANSFORMATION
Mastery of Leading Sales Transformation
THINKING INNOVATIVELY ABOUT SALES LEADERSHIP 01
MANAGING YOURSELF
CRACKING THE CODE MANAGING THE BUSINESS OF SELLING 02
MANAGING THE BUSINESS
COACHING FOR SALES TRANSFORMATION 03
PLANNING YOUR
LEADING COLLABORATIVE
PROFESSIONAL POST-GRADUATE CHANGE QUALIFICATION 04
WINNING TOGETHER
05
DEVELOPMENT
6/7
COACHING SUCCESS
ADVANCED PRACTITIONER / FINAL PROJECT
CAPTURE TRANSFORMATION DEVELOPING YOURSELF Top performing sales people are often MODULE 2 – ‘Managing the business promoted into sales leadership positions, yet of selling’ – equips students to develop the role of sales leader is very different and their own management system to balance the transition can be tough. Managers often innovation and execution and achieve slip into the default of what they know and predicable growth. It focuses on enabling are good at – closing deals. students to drive effective account / territory plans; achieve targets with linearity and Although this may help achieve short term predictability; manage pipeline and forecast; objectives, the long term effects to the team and manage disciplined sales execution. can be detrimental. It is therefore critical for leaders to learn how to produce results MODULE 3 – ‘Coaching for Sales effectively through others. This begins with Transformation’ reinforces the role of the mastering one’s own practice. sales leader. It builds students’ understanding of the role, practice and importance of MODULE 1 – ‘Thinking innovatively about effective coaching in driving results through sales leadership’ focuses on embedding a others. It develops individuals’ capabilities deep understanding of what constitutes around core elements of coaching excellence ‘best-practice’ behaviour for sales leaders. within their teams. Students are introduced to the principles of reflective and action-based inquiry, allowing Having attained the required academic credits space for thought mastery and further setting for a Post-Graduate Certificate, students may the tone for future learning activity. then elect to continue their learning journey.
www.consalia.com
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POST-GRADUATE MASTERS (MSc) IN LEADING SALES TRANSFORMATION
Progressing to Masters level CRACKING THE CODE THINKING INNOVATIVELY ABOUT SALES LEADERSHIP 01
MANAGING YOURSELF
MANAGING THE BUSINESS OF SELLING 02
LEADING COLLABORATIVE CHANGE 04
WINNING TOGETHER
05
MANAGING THE BUSINESS
PLANNING YOUR PROFESSIONAL DEVELOPMENT DEVELOPING YOURSELF
COACHING FOR SALES TRANSFORMATION 03
6/7
COACHING SUCCESS
ADVANCED PRACTITIONER / FINAL PROJECT CAPTURE TRANSFORMATION
MASTERS (MSc) QUALIFICATION
PROGRAMME DETAILS
MODULE 4 – ‘Leading collaborative change’ focuses on understanding collaboration and transformational change for more matured leadership. This draws upon aspects of proactive stakeholder management; building the team and setting direction; modelling leadership behaviours; developing the team and coaching.
This programme is for sales leaders and high potential sales managers.
MODULE 5 – ‘Planning your professional development’ seeks consolidation of the learning, as a means of deeply engraining the mindsets and practice of students’ transformed selves. It further forces students to reflect on their journey as guidance for their future pathway and development. MODULE 6 / 7 – The ‘Advanced Practitioner’ and ‘Final work-based project’ focus on developing and implementing research and inquiry methodologies for a final dissertation.
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Investment for PG Certificate: Investment for Masters:
£12,000 + £16,000
PAYMENT OF FEES The full balance of £12,000 is required in advance for participation on the Post Graduate Certificate qualification. Those continuing to Masters level are required to make further payments in staged increments: – £10,000 in advance of modules 4 & 5 – £6,000 in advance of modules 6 & 7 Discounted fees may apply for multiple students attending from a single company. No refunds will be given once fees are paid.
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POST-GRADUATE CERTIFICATE IN KEY ACCOUNT TRANSFORMATION
Mastery of Key Account Transformation
THINKING INNOVATIVELY ABOUT KAM 01
MANAGING YOURSELF
KEY ACCOUNT ORCHESTRATION
WINNING AT KAM 02
MANAGING ACCOUNTS
03
PLANNING YOUR
LEADING COLLABORATIVE
PROFESSIONAL POST-GRADUATE CHANGE QUALIFICATION 04
WINNING TOGETHER
05
DEVELOPMENT DEVELOPING YOURSELF
Key account professionals (KAMs) occupy the boundaries between the organisation and customer. Differing cultures, objectives and increasing customer expectations require extraordinary capabilities and performance management to allow accounts to flourish.
KAMs need to perform proficiently across a wide set of demanding competencies, yet development paths often offer KAMs only a partial set of the experiences and competencies necessary to win. For KAMs to lead transformation in their account performance, they require a comprehensive and tailored development experience. MODULE 1 – ‘Thinking innovatively about Key Account Management’ focuses on embedding a deep understanding of what constitutes ‘best-practice’ behaviour of KAMs. Students are introduced to the principles of reflective and action-based inquiry, allowing space for thought mastery and further setting the tone for future learning. www.consalia.com
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ORCHESTRATING SUCCESS
ADVANCED PRACTITIONER / FINAL PROJECT CAPTURE TRANSFORMATION
MODULE 2 – ‘Winning at Key Account Management’ draws upon the principles of ‘3rd Box Thinking’ and value insights, enabling KAMs to engage more deeply with accounts by understanding the customer’s customer. Harnessing creative thinking, innovation and strategic positioning, KAMs develop a strategy to drive account growth. MODULE 3 – ‘Key Account Orchestration’ focuses on the role of the account manager in ‘orchestrating’ resources and outcomes. It enables KAMs to transform the internal (including executive level) and customer conversation around a plan for key account orchestration. Having attained the required academic credits for a Post-Graduate Certificate, students may then elect to continue their learning to a Masters level qualification.
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POST-GRADUATE MASTERS (MSc) IN KEY ACCOUNT TRANSFORMATION
Progressing to Masters level THINKING INNOVATIVELY ABOUT KAM 01
MANAGING YOURSELF
02
LEADING COLLABORATIVE CHANGE 04
WINNING TOGETHER
KEY ACCOUNT ORCHESTRATION
WINNING AT KAM
05
MANAGING ACCOUNTS
PLANNING YOUR PROFESSIONAL DEVELOPMENT DEVELOPING YOURSELF
03
6/7
ORCHESTRATING SUCCESS
ADVANCED PRACTITIONER / FINAL PROJECT CAPTURE TRANSFORMATION
MASTERS (MSc) QUALIFICATION
PROGRAMME DETAILS
MODULE 4 – ‘Leading collaborative change’ focuses on understanding collaboration and transformational change for more matured account management. This draws upon aspects of proactive stakeholder management; building the team and setting direction; modelling leadership behaviours; developing the team and coaching.
This programme is suited to all levels of account managment.
MODULE 5 – ‘Planning your professional development’ seeks consolidation of the learning, as a means of deeply engraining the mindsets and practice of students’ transformed selves. It further forces students to reflect on their journey as guidance for their future pathway and development. MODULE 6 / 7 – The ‘Advanced Practitioner’ and ‘Final work-based project’ focus on developing and implementing research and inquiry methodologies for a final dissertation.
www.consalia.com
Investment for PG Certificate: Investment for Masters:
£12,000 + £16,000
PAYMENT OF FEES The full balance of £12,000 is required in advance for participation on the Post Graduate Certificate qualification. Those continuing to Masters level are required to make further payments in staged increments: – £10,000 in advance of modules 4 & 5 – £6,000 in advance of modules 6 & 7 Discounted fees may apply for multiple students attending from a single company. No refunds will be given once fees are paid.
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UNDERPINNING EXCELLENCE
The Consalia Learning System
MODULE DESIGN FOR LEARNING EFFECTIVENESS
Module Delivery
Project Proposal
Peer Learning Set 1
Project Submission
Project Presentation
Feedback
Peer Learning Set 2
Feedback
Feedback
All programmes are designed to help students succeed, both during and beyond programme intervention. Underpinning this ‘embedded learning’ lies the Consalia learning system (CLSTM). A distinctive approach to learning and development, CLS is proven to consistently deliver transformation of sales performance / sales effectiveness. It comprises a number of core elements: – CLSTM is grounded in research-driven instructional design – based on how different people learn and retain knowledge in practice – as well as doctoral (PHD) research into the ‘Mindsets’ that underpin best-practice for sales effectiveness. – As shown in the diagram above, students are guided through a modular learning process that provides regular
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touch-points and support. This approach directs learning activities to pragmatic outcomes within the workplace and embeds a sustained change in Mindset and behaviour. – Business Driven Action Learning places students at the centre of their own work-based inquiries. Acting as ‘environmental scanners’, students affect organisational change through the application of relevant content and reflective techniques, becoming ‘change agents’ within the organisation. – With Consalia facilitating the largest developing body of sales practitioner research in Europe, content is continually refreshed to incorporate new thinking and best practice from numerous vertical industries.
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WHY ENROL IN AN MCC?
Summary of Programme Benefits
RELEVANCE
TIME
VALUE
INNOVATION
Learning / projects are pragmatically directed to drive business outcomes, aligned to strategy
Work-based nature minimises time out of the office and improves levels of role efficiency
Transformation of students is proven to impact top line growth and sustain behavioural change
Students’ become thought leaders within the company, driving innovation as ‘change agents’
THE STUDENT LEARNING EXPERIENCE Consalia has undertaken Masters level research to understand the student learning experience, as well as the deep level of transformation that occurs. Attributed to the pragmatic and reflective approach to learning, students have revealed the following about the programme: – Embeds behavioural change based on best-practice ‘Mindsets’. The results of which are more creative, engaged, inquisitive, collaborative and challenging professionals.
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– Broadens the parameters by which students evaluate effectiveness for themselves and in their roles i.e. what it means to be a professional as opposed to merely in a profession. – Generates increased personal brand and generates heightened self-efficacy i.e. the confidence in one’s ability or knowledge to execute behaviours necessary for performance outcomes. This is observed to significantly impact upon self-esteem and performance.
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STUDENT TESTIMONY & OUTPUTS
What students say about the programme STUDENT TESTIMONY ‘The nature of the work-based learning format is brilliant. It’s hard to differentiate between the academic standards required for the final award and the kind of reflection I was doing as part of my job.’ ‘The Masters is unlike other training program, it is interwoven with my day-to-day activities and has had a positive impact on my effectiveness from day one.’ ‘The Masters has enabled me to execute a rapidly evolving strategy in one of the innovation areas by leading people to affect strategic change.’ ‘I think it has challenged all of us in the way we think, the way we approach our work, the way we work with teams, so I think everyone has taken a vast amount out of it.’ ‘For me it’s been truly transform ational. It has allowed me to truly understand myself and build a stable future for myself. I’ve been really grateful to be able to engage with Consalia, it has been massively educational and life-changing for me.’
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EXAMPLE OUTCOMES AND ROI – Legislative restrictions induced a 53% market shrinkage. Applying action research techniques and a ‘Mindset’ approach to the problem, a creative solution was found, which grew our market share from 8.7% to 17.4% in under 2 months. – 9 out of 11 team members hit sales quota, five reaching the 140% marker for company ‘winners circle’; one of whom had been on a performance improvement plan. – Q1 demand generation for UK&I of 139% – 1st team to hit 24 hour turnaround KPI on marketing leads. – ‘Tactful Audacity’ mindset coached throughout the sales cycle, inducing supplier switching and resulting in the closure of a €1million deal. – New thinking for opportunity creation generated an additional $200 million of ‘promising’ pipe in 3 months. – Action-based inquiry facilitated cost savings of £288,000.
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SPONSOR TESTIMONY
What sponsors say about the programme ‘Our journey to the Masters was the culmination of 18 months of intense searching for the right partner and programme – I am delighted we chose Consalia. They have a deep commitment to the professional standards and status of sales professionals, which is something I’ve not seen anywhere else.
‘The Masters provides our sales managers the space to reflect on their practices; and investigate new ways of leading their teams and fostering innovation, to support our transformation agenda.’
Their approach to sustainable learning and sales transformation has had a massive impact for us; we’ve seen a 67% growth in the business. The unit sales from those on the programme have increased by 76% in a year relative to only a 4% market growth.’
‘I’ve seen a very noticeable change, a transformation towards deeper reflection and a more strategic approach. My sponsee now looks at business issues from a more holistic point of view. It’s wonderful to see that students are such great advocates for the programme despite the considerable investment in time and effort; a real testament to the programme itself.’
Indirect Sales Director, UK & I.
Global Sales Enablement Director.
‘The impact at the organisational level I think is very relevant. The business, our technologies, are transforming in response to the market and so the timing of this degree is perfect. By aligning our teams to deal with transformation, we are redefining how we add value to customers; the programme is providing on-thejob enablement for my team and so is very relevant.’
Chief Operations Officer, APJ.
Regional Sales Vice President, APJ.
Global Commercial Academy Project Lead.
www.consalia.com
‘Talking to the students you can hear and see the change in their self-confidence; their belief in themselves when talking to the next level up within their customer organisation. To me it’s very clear that the Masters has been a good thing for the students and for the business.’
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PROGRAMME DATES
2016 / MCC Programme Calendar
Leading Sales Transformation Key Account Transformation MODULE START DATES
MODULE START DATES POST–GRADUATE CERTIFICATE
POST-GRADUATE CERTIFICATE POST-GRADUATE CERTIFICATE
UK
Singapore
– Induction
TBD
TBD
– Module 1
01.02.17
04.08.16
– Module 2
19.05.17
11.11.16
– Module 3
08.09.17
10.02.17
POST-GRADUATE MASTERS
POST–GRADUATE MASTERS MASTERS POST-GRADUATE
www.consalia.com
– Module 4
12.01.18
23.06.17
– Module 5
26.04.18
07.10.17
– Module 6
Jun 2018
Nov 2018
– Module 7
Oct 2018
Mar 2018
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HOW TO APPLY
Application Process & Requirements MINIMUM REQUIREMENTS
APPLICATION PROCESS
Applicants must:
Applicants must:
– Be able to demonstrate +5 years of relevant experience. Applicants not adhering to this criteria will be considered on a case-by-case basis. – Be proficient in both written and oral forms of English language. Work-based projects must be submitted in English. If you are not a national of a majority English speaking country, you will need to provide evidence of your English language ability to study with us. If you have any questions on this, please contact us. TIME REQUIRED FOR STUDY Students should assume on average 7 hours a week for reading, reflection and writing. With 90% of the academic credits awarded based on evidence of applied learning within the workplace, the majority of the learning effort is pragmatically directed within work activity.
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– Submit a formal application (soft copy), accompanied by a personal statement and CV. – Be available for a telephone / Skype interview as part of the formal application process. – Elect a sponsoring mentor who will be expected to actively participate in feedback and coaching sessions with you, as well as the assigned Consalia Programme Director. HOW TO APPLY Contact the following for regional cohort enquiries: Asia-Pac | email | phone |
Corrinne Sim csim@consalia.com +65 (9732) 3181
ROW email phone
Philip Linter plinter@consalia.com +44 (0)78 6748 3851
| | |
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YOUR PROFESSIONAL QUALIFICATION
New Standards of Professionalism ACADEMIC AWARD
ALUMNI
The Consalia and Middlesex University post-graduate MCC programmes require no form of undergraduate degree. They do however, maintain the highest levels of academic rigour, with assignments assessed according to the Middlesex University framework for work-based post-graduate education.
Graduating alumni become part of a growing and exclusive community of sales practitioners, distinguished in their pursuit of excellence and sales professionalism.
Students require 90 credits for a PostGraduate Certificate and 180 credits for a Post-Graduate Masters qualification. Credits are awarded based on the evidence of applied learning and so the emphasis of each programme is therefore on the output of individuals’ learning. Deferal of future module participation may be possible for students in extenuating circumstances. This will be considered on a case-by-case basis. Students graduating from either programme are offered the opportunity to receive their formal qualification by way of a graduating ceremony alongside fellow classmates and other Middlesex alumni.
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In addition to networking opportunitites within programme cohorts, all students are invited to take part in Consalia’s annual Global Sales Transformation (GST) events, held around the world. Attendees are senior sales professionals from many of the world’s leading companies. PROFESSIONALISING SALES Consalia employees are active members of the Association of Professional Sales (APS) with directors serving on the Board of Trustees and Professional Standards board (in conjunction with EY). Consalia is a founding shareholder of The International Journal of Sales Transformation, a growing resource for the benefit of practitioners, academics and consultants within the field of professional sales and sales leadership.
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DRIVING A RESEARCH COMMUNITY
International Journal of Sales Transformation In response to today’s fiercely competitive global business environment, the role of the sales function is undergoing an almost seismic transformation. To help you make sense of such dynamic change, alumni members are automatically subscribed to the ‘International Journal of Sales Transformation’ for the duration of their study period. This is the world’s first research and practitioner-led publication; launched for the promotion of sales excellence among global global corporates. It is published on a quarterly basis and is available in both print and online formats.
The Journal offers: – Game-changing thinking from the corporate world. – Research and thought-leadership from leading academics. – Genuine insights and practical solutions that will help you transform strategy and execution. For enquiries contact Nick de Cent, at: editor@journalofsalestransformation.com
Numerous students have taken to publishing their own research in the Journal, as a means of contributing to the wider public forum and further enhance their own personal brand.
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The inTeRnaTionaL
OCTOBER 2015 / ISSUE 1.3 / ISSN 2058-7341
Journal of Sales Transformation Journal of sales
Transformation
30 PAGES OF RESEARCH-BASED INSIGHT, INCLUDING:
HOW SOCIAL INTERACTIONS DEFINE KAM... SALES CHALLENGE COMPETITIONS... CONVERSATION ANALYSIS... SONY KAM ON STRATEGIC ANALYSIS... SALES & MARKETING ALIGNMENT + SALES RESEARCH ROUND-UP
OVER 20 PAGES OF RESEARCH-BASED INSIGHT, INCLUDING:
STRATEGY AND SALES
HOW A MASTERS PROJECT LED TO PERSONAL AND BUSINESS GROWTH FOR A SONY MOBILE KAM
Are sales leaders prepared for increased scrutiny, asks Harvard Business School’s Frank Cespedes? p8
JULY 2015 / ISSUE 1.2 / ISSN 2058-7341
THE INTERNATIONAL
The mission of the journal is to help enhance the professionalism of sales organisations by bridging the gap between businesses and academic research to offer the best of both worlds.
+ SALES RESEARCH ROUND-UP
Qualification: Why it matters p16 / Case-studies p18 / Neil Rackham on the 21st century approach p19
The many faces of coaching Onboarding: aligning training and coaching to maximise induction success p24 Why conversational coaching may drive better outcomes than formal processes p26 Coaching and neuroscience p33
P14 INSIGHT
P20 FUTURES
P49 INDUSTRY FOCUS
MANAGING PROBLEMS IN THE SALES FORCE
INTERNET OF THINGS
SELLING PROFESSIONAL SERVICES
Prof Nick Lee
Dr Beth Rogers
Chris Alder
P59 CONFERENCE REPORT
GSSI IN JAPAN Roger Byatt
P8 THOUGHT-LEADERS
P14 REFLECTION
P20 MY JOURNEY
P42 GLOBAL VIEW
When emPLoyeRs Renege on commission
mcKinsey on The PoWeR of PRe-saLes Homayoun Hatami, Candace
anDy Tosney of monDeLeZ inTeRnaTionaL
can seLLing heLP emeRging naTions?
Alan Coffey
Lun Plotkin and Saurabh Mishra
Chris Alder and Dr Phil Squire
Dr Roy Whitten and Scott Roy
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ABOUT US
About Consalia & Middlesex University WHO ARE WE?
WHO WE WORK WITH
Consalia is a global sales transformation company, driven by a passion to make sales the world’s most sought after profession.
We work with some of the world’s foremost organisations on their sales, sales leadership and key account capabilities in order to create transformational thinking, innovation and competitive edge. Our clients are sales leaders and their colleagues in HR, L&D and the C-suite; our students join us from every level & stage of development.
Grounded in research, our unique system for learning (CLS™) offers a distinctive approach to learning & development that genuinely transforms sales performance. We deliver provable top line growth and sustained behavioural change by addressing the Mindsets™, which govern how people think and sell. This philosophy underpins our customised learning and sales education up to a university accredited level. Consalia is responsible for the largest body of postgraduate sales research in Europe. We have a trusted network of partners who fall under the brand of the Consalia Global Alliance. Combined with a worldwide network of over 450 consultants and associates – located throughout 30 countries and covering 26 languages – we deliver consistently high levels of training with local relevance.
www.consalia.com
ABOUT MIDDLESEX UNIVERSITY The Institute for Work Based Learning at Middlesex University is internationally recognised for innovation and expertise in professional and work based learning. It has campuses in London, Dubai, Malta and Mauritius. The overall mission is to develop professionals who can manage ethically, sensitively and holistically in an increasingly global and rapidly changing environment. Together, we are positioned as a world leader in transformational sales education; setting the new standard for sales professionalism and with it a community of leading edge practitioners.
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MCC v.2 / 100616
ROUTE TO MASTERY