The Harvest Sales Academy is a portfolio of programmes borne out of 40 years’ experience in developing thousands of sales leaders and professionals. Our proven methodologies will help maximise revenue, enhance profitable customer relationships and build the right processes to empower your sales teams to drive business growth.
Harvest | Early Careers Portfolio Sales Academy Learning and Performance Move in the Same Direction
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Harvest | Sales Academy
Introducing Sales Academy
Our approach is about partnership with an ethos of doing it with you not to you. We understand how complex sales challenges can be and, as trusted advisors Harvest is with you every step of the way.
The Harvest Sales Academy is a portfolio of programmes borne out of 40 years’ experience in developing thousands of sales leaders and professionals. Our proven methodologies will help maximise revenue, enhance profitable customer relationships and build the right processes to empower your sales teams to drive business growth.
Our programmes are built along 3 dimensions to maximise our impact on your Sales function.
1. Systems We take a deep dive into every current process and framework so we can see what’s working and what needs attention 2. Data We guide you on the best insights to be gained from data for better sales planning 3. Context We work to fully understand your strategy, business plans, roles and team capabilities. This deep understanding of our learners’ environment is what delivers a highly impactful learning experience
Systems
Data
Context
A deep dive look at process / framework designs
A deep dive into current and required data for insights
Context-based training
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Harvest | Sales Academy
There’s a depth to Harvest’s approach. They understood our operating context and our people and challenged our team to think and work differently providing a fresh perspective. Our sales function is now better aligned to business strategy. Milla Clynes Head of Capability, People Team
Harvest is a great partner for us. The partnership was beyond training, the team spent time exploring our processes and ways of working and guided us towards new approaches. Our thinking and actions have changed because of this investment. Cathy McDonell Commercial Director
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Harvest | Sales Academy
Programmes for every challenge
This leading-edge portfolio of programmes spans all levels of professional, from global sales leadership to field sales teams. Our team works with international sales leadership to domestic field sales teams. Our clients span FMCG, Pharmaceutical and Financial Services working in multiple channels and both B2B and B2C.
Our Programmes
1. Strategic sales and planning Creating your sales strategy
2. Account development planning Developing customer account strategy
5. Refresher and action workshop Embedding learnings for impact
3. Sales management and team skills Building your team
4. Results based consultative selling Developing your sales approach to align with customers
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Harvest | Sales Academy
1. Strategic sales and planning Creating your sales strategy For: Sales Directors, Commercial Directors and their teams As a result of this learning participants will: • Understand how to develop a sales strategy • Know how to align business strategy and sales strategy • Create a plan that is clearly aligned to your business strategy and your customers strategy • Fine-tune their capacity to scenario plan for subsequent years and sales cycles • Benchmark their thinking and decisions using world-class models of analysis • Create and finalise a 100-day project plan
2. Account development planning Developing customer account strategy For: National Account Managers, Sales Managers and Key Account Managers As a result of this learning participants will: • Learn how to create customer centric account plans • Analyse and understand your current position mapped to a client matrix • Develop, define, and outline your account strategy • Gain alignment and agreement with key stakeholders • Know how to become trusted advisors and business partners to your customers • Finalise a 60-day action plan to develop your account plans 4. Results based consultative selling Developing your sales approach to align with customers For: Field Sales, BDMs, Inside Sales Teams and Customer Service Teams As a result of this learning participants will: • Understand the key concepts of communication with customers • Learn about buyer styles, behaviours and how best to align your sales approach so it resonates • Learn how to adopt the 5-stage selling process • Learn and practice a customer engagement model • Finalise the 21 day action plan for new behaviours
3. Sales management and team skills Building your team
For: Sales Managers, Territory Managers, Business Development Managers and Customer Service Managers As a result of this learning participants will: • Bring a rhythm and cadence to all sales activities, reports and team meetings • Leave with a clear structure on best practice ways of working independently and collectively • Build the skills to bring a coaching-led mindset to people management and team collaboration • Know how to leverage people capabilities for results • Finalise a 60-day project plan for next steps
5. Refresher and action workshop Embedding learnings for impact
Harvest offers a range of post-programme specific supports that embed learnt practices for sustained change • A refresher programme for all delegates is run over a half to one full day • 1:1 coaching based on key learnings for practice embedding • Consultative support on all plans in operation
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Harvest | Sales Academy
1. Strategic Sales and Planning
Creating your Sales Strategy Moving from a strategic ambition to an integrated selling plan takes an optimal infrastructure and the right capabilities. A good sales function isn’t just about numbers and there’s often a gap between a company’s strategic objectives and the way a sales team actually functions. Creating a cohesive plan for profitable sales in line with business strategy requires a team to think and act better. Extraordinary results can be realised with the right investment. Harvest’s research over 40 years, highlights the 5 elements that combined will deliver a sustainable and successful sales plan.
Audience Commercial / Sales Directors and their teams. Duration
This is tailored design, and our programme can run over 3 to 6 days depending on whether all or some aspects of strategic sales planning are required. By investing with Harvest, you and your team will clarify and synchronise your priorities like never before to achieve quantifiable results.
This programme is for sales leaders and their teams to: • Set a new direction and standard in aligning a sales function with business strategy. • Develop a deeper alignment between strategy, process, systems, and capabilities. • Create a multi-year planning framework for the team to engage with and follow. • Gain a better understanding of your market and key customers.
Strategic vision and prioritisation
Visioning exercise on future states ‘As Is’ state review - what is our current position? • Strategic sales canvas - mapping channels, markets, and customer segments • Market penetration - current market(s)
‘To Be’ state creation •
Market growth options
• Product / market fit – key criteria for growth • Strategic customer segments for acquisition • Prioritising and aligning your options and approach
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Harvest | Sales Academy
Annual Operating Plan •
Sales Cycle Planning The defined stages of sales planning • Strategic planning – 3 years • Annual operating plan – 1 year • Channel and account plans – 1 year • Internal and external alignment • Track, review and revise - RAG
Identify key business priorities
• Develop key objectives, strategies and activities • Identify key stakeholders, owners and implementers • Customer and initiative prioritisation • Investment and resource planning • Track, review and revise - RAG
Sales Process •
Processes, systems and technology reviewed against best practice – the key steps towards success • Sales team structure – aligning roles, responsibilities with ‘To Be’ State • Short term planning aligned with long term goals
As a result of learning, participants will • Close the gap between business strategy and sales strategy
• Fine-tune their capacity to scenario plan for subsequent years and sales cycles
• Benchmark their thinking and decisions using world-class models of analysis
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Finalise a 100-day project plan
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Harvest | Sales Academy
2. Account Development Planning
Developing Customer Account Strategy Good Account Strategy encompasses several factors that combined and executed well, are proven to succeed. These include understanding your clients’ industry, finding their problems and not just their needs, identifying collaboration opportunities and, great customer relationship management.
Audience National Account Managers, Key Account Managers, Sales Managers and Business Development Managers. Duration This is tailored design, and our programmes can run between 2 and 4 days, depending on whether all or some aspects of Account Strategy and Planning are required.
This programme is for sales leaders and their teams to: •
Achieve sales targets through strategic client relationships and focussed sales and non-sales metric-based activities • Build a partnership of understanding with client organisations to ensure that every interaction is adding value • Prioritise customers and sales activities within the customer account strategy • Build a focussed and value-add customer account plan
Core Content Customer Analysis
• Selection criteria for key accounts and defining all account types • Understand the account context within the market and your organisation • Assess and benchmark your accounts against stated criteria • Understand how to prioritise customers – the Customer Portfolio Matrix • Understand your position within the account
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Harvest | Sales Academy
Account Goals and Plans Define clear outcomes for each key account and SMART Goals for: • Revenue growth, customer satisfaction, and strategic relationship metrics • Learn how to discover and establish what the customer values most • Learn to build mutually beneficial joint business plans • Define and develop objectives, strategies and activities • Tailor plans to align with customer priorities • Develop an implementation plan – “Strategy Into Action”
Customer Relationships •
Assess and strengthen where you are with your customer – transactional to trusted advisor • Stakeholder engagement for relationship scale – following on from stakeholder map • Cadence for contacts, meetings and follow-ups
As a result of learning, participants will • Understand a framework to develop world class account plans • Using A.I. – work through a highly customised case study to develop an account plan for immediate application • Learn how customer understanding, and analysis can establish customer centric account plans • Road test how to pivot, strengthen and broaden customer relationships for sustainable profitable revenue • Finalise a 100-day project plan for next steps
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Harvest | Sales Academy
3. Sales Management and Team Skills
Building your Team Good sales management is the lifeblood of business, and it comes from mastering some core capabilities. With the right team, extraordinary results can be achieved. For a sales management team to deliver performance now and, in the future, it is vital the team has the mindset, capabilities and processes ready to embed.
Audience Sales Managers, Key Account Managers, Business Development Managers and Customer Service Managers. Duration This is tailored design, and our programmes can run between 2 and 4 days, depending on whether all or some aspects of Sales Management Skills are required.
This programme is for sales leaders and their teams to:
• Establish a best practice rhythm and cadence to all sales activities, reports, and meetings • Bring focus, energy and consistency to daily activities through clear team and personal performance metrics • Unlock followership and self-belief in each other and the team through coach-led leadership
Core Content Ways of Working
• Create a time-lined project roadmap towards sales targets – forecasting, market dynamics and opportunities • Enhance a meeting rhythm for sales performance – within the management team and their direct teams • Develop a coaching plan for your team leads and team members that will sustain performance • Agree metrics for team performance and measurement • Enhance collaboration between sales teams and other teams such as marketing, product and customer operation teams
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Harvest | Sales Academy
Coaching Skills • Define and enhance your coaching skills for better in-field support and motivation • Develop and enhance feedback skills to monitor and support field performance • Unlock what intrinsically engages and motivates colleagues beyond financial metrics • Implement a coaching-led rhythm to sales management
As a result of learning, participants will • Leave with a clear structure on best practice ways of working independently and collectively • Build the skills to bring a coach led mindset to people management and team collaboration • Know everyone’s roles and responsibilities and how to leverage capabilities for results • Finalise a 60-day project plan for next steps
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Harvest | Sales Academy
4. Results Based Consultative Selling
Developing your Sales Approach to Align with Customers This programme is for salespeople both acquisition and retention to: • Enhance their personal skillset as professional consultants • Demonstrate consultative sales abilities through new insights and value adding conversations • How to frame offerings within the context and perspective of clients – context-led selling • Develop your role as a trusted advisor and partner for clients
Audience Business Development Managers, Sales Professionals, Inside Sales Teams and Field Sales Teams. Duration This is tailored design, and our programmes can run between 2 and 4 days, depending on whether all or some aspects of Consultative Sales Skills are required.
Sales Skills Framework Mindset and Skillset •
Identify the mindset and skillset required for a high-performance sales team member
• Attributes, Behaviours and Characteristics (ABC’s) of a high-performing sales team member and sales team
Core Content Customer Analysis
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Understand and evaluate your personal strengths and development areas
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The importance of new customers
• Outlining an approach to new customers • Creating a new business pipeline
Buyer Behaviour
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Understanding the four main types of buyer behaviour Gain an understanding of personality styles
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• Identify our own individual style and how to recognise others
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Understand how to interact effectively with different styles
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Harvest | Sales Academy
Consultative Engagement Model • High-impact consultative sales process • Develop effective questioning and listening skills • Understand how to identify your customers’ needs • Demonstrate the ability to handle objections
Developing Area Growth Plans • An action-based plan by sales area / territory • Review performance - gaps and opportunities • Develop a clear categorisation of customers • Provides focus on how to deliver KPI’s • Creates a framework to optimise resources • Provides alignment between areas / territories
Additional Options – Sales Presentations • Understanding your audience • Defining your objective • Developing compelling stories • Clarity and conciseness • Engagement and interaction • Call to action Additional Options – Negotiation Skills • Understanding Negotiation Dynamics • Preparation through a “negotiation lens” • Developing effective communication skills • Mastering negotiation tactics and strategies • Understanding variables and how to trade • Practice through simulation and role plays
As a result of learning, participants will •
Learn about buyer styles, behaviours and how best to align your sales approach so it resonates • Build self-confidence in consultative conversations with trusted advice and insights • Build more sustainable sales through focused growth plans • Practice and fine-tune behaviours with peer support through the 21 day action plan
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Harvest | Sales Academy
5. Refresher and Action Workshop
Embedding learnings for impact Every programmes involves the finalisation of a time-lined project plan over 30, 60 or 100 days.
Harvest recommends a 1-day Refresher and Actions workshop for sustained change.
Consultation and Mentoring Embedding change and new practices is
challenging. Harvest provides ongoing consultation and mentoring on every aspect of sales systems, processes, data and capabilities.
As a result of this workshop, participants will
• Reflect on what is different as a result of the learning experience
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Team culture, dynamics and individual behaviours are addressed
• What specific actions resulted from each element of the project plan
• What works, needs adapting and has yet to start
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Harvest | Sales Academy
Meet the Sales Academy Team
Glyn Billinghurst Harvest Learning Specialist
Glyn brings over 30 years of executive and operational experience in multinational organisations such as Walkers, PepsiCo, and Unilever. He also led the online retail firm, Shoes for Crews Ireland. Glyn had led business turnaround, through commercial leadership acumen, team management and operational performance management. Glyn is also an Executive Coach to commercial and business leaders with a First-Class Masters in Personal and Management Coaching.
Glyn has been a Consultant to Michelin, Mondelez, Groupe SEB, Musgraves, AXA, Muller, British American Tobacco, Mars Food, Coca-Cola, Beam Suntory International, Sysco Foodservice, Mattel and Comans Beverages. Glyn has extensive sales and commercial experience as a Sales and Ops leader, manager and coach, and has trained and improved the performance of countless sales management teams.
Tony Hayes Harvest Learning Specialist
Tony is a Fellow of the Learning and Development Institute. He brings more than 20 years of commercial experience and 15 years of L&D experience to each client project. He is a highly skilled facilitator and coach, working with sales teams and individuals to deliver robust and impactful learning experiences. Tony led at a senior level in both Arnotts Ltd. and Roches Stores where he was responsible for Organisational Culture, Leadership Development and Performance Management. Tony has trained thousands of participants and consulted with hundreds of clients in his tenure as a Learning Specialist.
Clients include: Allianz Worldwide, AXA, Sysco, Imagine, Pernod Ricard & Uniphar. Tony has extensive experience in the commercial sector and is an expert in sales management development and consultative sales training. His approach is to create a mindset shift that drives behaviour adaptation. He is exceptionally well regarded for his team development expertise.
About Harvest
We are Ireland’s foremost people development consultancy with over 40 years’ experience as a business partner of choice. Our team of learning and OD specialists is dedicated to transforming workplace learning by building world-class learning experiences for our clients, which includes a deep understanding of the operating context of our clients. We are at the forefront of digital methodologies in our delivery approaches. We excel at helping people and teams improve performance and grow their business by designing and delivering a tailored solution to meet their specific business challenge. We put your context first, so all our tailored solutions create a higher impact and expected return for investment. For more information and to meet the team, please visit www.harvest.ie
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