The document summarizes leadership modules offered by the MI Sales Academy in 2013. The modules are designed to address challenges facing 21st century business leaders and managers. They take a modular approach and flexible learning path tailored to individual needs. Modules include sales planning and pipeline management, sales leadership in the field, leading and motivating teams, performance management, and building effective teams. Attendees will gain tools and strategies to improve performance through business planning, coaching, feedback, and team development.

1. MI SALES ACADEMY
LEADERSHIP MODULES 2013

2. The MI Sales Academy
Welcome!
The MI Sales Academy has been designed around the modern business and for the modern business professional. It achieves this by
providing a flexible, modular approach to people development.
Based on practical and highly effective Mercuri methodologies, proven for over 50 years with thousands of clients, the content of
each module has been specifically designed to address the real life challenges facing managers and leaders in the 21st Century.
The Academy will support the long term development of your people in two key ways:
1. For those who require very specific development each module will focus on a core number of related topics which will be
covered in detail. Each will be supported before and afterwards with related e-learning modules.
2. For those who require a long term development programme we will link various modules together to create a personal learning
path, covering the critical topics in a time schedule tailored to the individual. We will also link various related e-learning modules
in order to create a fully blended learning experience.
Please contact Mercuri on 00 44 (0)1932 844855 and one of our consultants will be able to guide you on the most appropriate
modules for your learning path based on your learning requirements.
We look forward to welcoming you or your team member to the Sales Academy and wish you and them every success on the
development journey.

3. Sales Planning and Pipeline Management
The Agenda (2 Days)
Introduction and Objectives
Setting the objectives for the participants.
The Factors that Influence Sales Performance
Defining the key factors that drive sales results and
influence personal performance.
The Sales Planning Process
How to create a sales plan that captures the key factors
of performance and defines how results can be achieved.
The Sales Platform Concept
Introducing the most powerful sales tool that Mercuri
has, which is flexible and proven in almost all market
sectors. It enables sales people and managers to balance
short, medium and long term activity.
Managing the Pipeline
How to create and use sales tools that measure and
manage pipeline opportunities in order to improve
conversion rates.
Implementing the Sales Plan
How to gain acceptance and commitment to the sales
plan. How to monitor and measure progress.
Personal Action Planning
How to implement the key learning points.
Who Should Attend?
This module is for Sales Directors and Sales Managers
who have direct responsibility for leading and
managing a sales team.
The Key Outputs:
A highly effective business planning process.
A comprehensive sales activity management
methodology.
A clearly defined pipeline management process.
Tools for measuring and monitoring performance.
The Schedule
12th – 13th February 2013 Kettering Park Hotel
23rd – 24th April 2013 Kettering Park Hotel
10th – 11th September 2013 Kettering Park Hotel
22nd – 23rd October 2013 Kettering Park Hotel
The Investment
£1,099 + VAT
(Excludes hotel costs)

4. Sales Leadership in the Field
The Agenda (2 Days)
Introduction and Objectives
Setting the objectives for the participants.
Monitoring Results
How to monitor and analyse the sales key performance
indicators. How to recognise trends that influence
decisions.
Managing the Joint Visits
How to adapt your role in the different situations in order
to achieve the best outcome.
Coaching or Managing?
Knowing when to coach and when to manage and how to
make the necessary changes. Developing a coaching
approach that suits the individuals.
Giving Feedback
How to give feedback that is listened to and acted on.
How to manage emotion.
Recognising good performance
Knowing what good looks like and how to replicate it
across the team.
Personal Action Planning
How to implement the key learning points.
Who Should Attend?
This module is for Sales Directors and Sales Managers
who have direct responsibility for leading and
managing a sales team.
The Key Outputs:
A comprehensive criteria for evaluating an effective
sales visit.
A highly effective coaching guide.
A detailed template for managing joint sales visits.
A comprehensive feedback process.
The Schedule
7th – 8th May 2013 Kettering Park Hotel
17th – 18th September 2013 Kettering Park Hotel
The Investment
£1,099 + VAT
(Excludes hotel costs)

5. Leading and Motivating the Team
The Agenda (2 Days)
Introduction and Objectives
Setting the objectives for the participants.
Leadership or Management?
Recognising the difference between the two and
understanding how to get the right balance.
Leadership Style
How to determine the most appropriate leadership style
to get the most from your team. Using a self analysis to
identify how to adapt your preferred style.
Motivation
How to analyse an individuals attitude to work and
determine the key factors that influence motivation. How
to use practical steps to influence motivation and
attitude.
Implementing Change
How to recognise and overcome the key factors that
prevent the implementation of positive change.
Decision Making
Using self analysis to determine your preferred style of
decision making. How to improve the quality of decision
making.
Personal Action Planning
How to implement the key learning points.
Who Should Attend?
This module is for senior managers or line managers
who have to achieve their objectives through their
team members.
The Key Outputs:
A comprehensive template for managing the
motivation of individuals.
A series of self assessment outputs to better
understand personal behaviour.
A personal guide for adapting leadership style.
A detailed process for effective decision making.
The Schedule
19th – 20th March 2013 Kettering Park Hotel
18th – 19th June 2013 Kettering Park Hotel
17th – 18th September 2013 Kettering Park Hotel
19th – 20th November 2013 Kettering Park Hotel
The Investment
£1,099 + VAT
(Excludes hotel costs)

6. Performance Management
The Agenda (2 Days)
Introduction and Objectives
Setting the objectives for the participants.
Setting Business Objectives
Understanding the process that links objectives to activity
and capability.
Monitoring Performance
How to determine effective performance indicators that
focus on the right issues.
Performance Review Meetings
How to manage one-to-one discussions. How to deal with
those who under-perform and those who perform well.
Team Meetings
How to use team events to influence performance.
Training and Development
How to identify the development needs of individuals.
Examining the different methods of development.
Time Management
How to prioritise and knowing when to delegate.
Personal Action Planning
How to implement the key learning points.
Who Should Attend?
This module is for senior managers or line managers
who have to achieve their objectives through their
team members.
The Key Outputs:
A highly effective process for reviewing performance.
A detailed template for improving individual and team
performance.
A detailed tool for identifying development needs.
The Schedule
16th – 17th April 2013 Kettering Park Hotel
5th – 6th November 2013 Kettering Park Hotel
The Investment
£1,099 + VAT
(Excludes hotel costs)

7. Building and Influencing an Effective Team
The Agenda (2 Days)
Introduction and Objectives
Setting the objectives for the participants.
Responsibility and Authority
How to empower the team members and get things
done.
Effective Communication
Understanding the key principles of effective
communication.
Transactional Analysis
How to adapt your communication style in order to
influence others.
Team Building
How to develop the key components of effective team
working. Undertaking the Belbin™ team role analysis.
Recruitment and Induction
How to develop the most appropriate programme to get
new starters performing as quickly as possible.
Effective Coaching
How to use your personal input to achieve a change in
behaviour and performance.
Personal Action Planning
How to implement the key learning points.
Who Should Attend?
This module is for senior managers or line managers
who have to achieve their objectives through their
team members.
The Key Outputs:
A comprehensive template for defining team roles.
A highly effective communication framework for
influencing the team.
An effective coaching framework.
The Schedule
8th – 9th October 2013 Kettering Park Hotel
The Investment
£1,099 + VAT
(Excludes hotel costs)

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