Intermediate to advanced.
None.
Each seminar in the series is designed to be self-contained. However, for mastery of sales team design and management, attending all four seminars is recommended.
This seminar is your guide to not just expanding your team, but elevating the entire sales operation to new heights of success.
We start by delving into the critical signs and strategic considerations that signal the right moment for scaling your sales force. It’s akin to recognizing the ripe moments in your business’s journey—those pivotal instances when expansion isn’t just an option, but a necessity for sustaining momentum and seizing new opportunities.
We’ll look at the key indicators pointing towards the need for expansion. Is it the rising wave of market demand, the allure of untapped markets, or perhaps the ambitious introduction of new product lines? Each of these signals not only suggests growth but demands a corresponding increase in your sales team’s capacity to capture and cultivate these burgeoning opportunities.
Beyond recognizing the need for growth, it’s crucial to assess your organization’s preparedness for such a leap. This involves a deep dive into your current infrastructure’s scalability, the bandwidth of your managerial team, and the robustness of your financial resources. Together, we’ll explore these dimensions to ensure your business is not just willing but wholly equipped for the next phase of expansion.
In this module, we’re going to tackle the essentials of strategically growing your sales team, ensuring every step is in perfect harmony with your company’s goals. This part of our journey together is all about drawing the map for a recruitment plan that doesn’t just fill positions but finds the right people who can carry your vision forward. We’ll dive deep into defining roles that match your strategic needs, identifying the ideal candidate profiles, and uncovering sourcing strategies that bring these candidates to your doorstep.
But our exploration doesn’t stop at hiring. We’ll also cover the vital process of integrating these new talents into your existing team fabric. From onboarding that immerses them in your company culture and equips them with the necessary knowledge and tools, to mentorship programs that support their growth and development. Plus, we’ll look into team-building activities that help forge strong connections and ensure that everyone, old and new, operates in sync.
In our “Maintaining Culture and Performance During Expansion” module, we delve into the delicate art of preserving the essence of your company’s culture and performance standards amidst the challenges of growth. As your team scales, the task of keeping everyone aligned with the core values and dynamics that defined your initial success becomes paramount. We’ll share actionable strategies to not only maintain but potentially evolve your company culture, making sure that each new hire contributes positively to the team’s ethos and spirit.
Simultaneously, managing performance across a burgeoning team demands a nuanced approach. We’ll cover the essentials of setting clear, achievable expectations for every team member, fostering open lines of communication, and the importance of flexible goal-setting that adapts to your team’s evolving size and capabilities. This part of the workshop is dedicated to ensuring that your expansion doesn’t stretch your team’s cohesion and performance but strengthens them, allowing your business to grow without losing its identity or diluting its achievements.
To round out our seminar, we’ll tackle the inevitable hurdles that come with scaling your sales force. This session is crafted to arm you with the insights and strategies needed to navigate the complexities of expanding your team. From the intricate dance of resource allocation and territory management to the delicate handling of internal competition, we’ll cover the gamut of challenges that might arise.
We’ll dive into identifying common pitfalls, discussing their impacts, and, most importantly, outlining actionable strategies to mitigate them. The focus will be on maintaining a balanced and productive sales environment, even as the team’s size and scope grow.
We’ll explore how regular evaluations of your expansion strategy, informed by performance data, market changes, and direct feedback from your team, can guide your decisions and adjustments. This ongoing process ensures that your strategy remains dynamic, responsive, and aligned with your evolving business objectives, ensuring your expansion efforts are sustainable, strategic, and successful.
It will be of particular benefit to sales team leaders facing challenges with expansion or inefficiencies in their current setup, as well as senior executives looking for actionable strategies to maintain or enhance company culture during periods of rapid growth.
With 30 years business leadership experience in Vietnam, Paul has a proven track record of delivering results.
Having launched what is now CBRE Vietnam in 1993, Paul went on to become Managing Director at Cushman & Wakefield then founder and owner of KW Vietnam, the first international franchise of Keller Williams Realty, the world’s #1 real estate agency. He now heads FastSprints Business Management Consulting which he launched in 2022.
At FastSprints, Paul is focused on helping businesses develop their talent, build great teams and scale their operations.
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