Turning Business Development Managers into Leaders
Guaranteeing
Revenue Results® is the third level of
MBDi
workshop series specifically designed for managers
who
have responsibility for the revenue
generation of their business development
teams and for
top executives
who have primary responsibility for
leading and producing an organization’s
revenue results.
Our work with professionals has shown us the
connection between the Three Pillars of
Business Development Leadership,
i.e. Being, Knowing and Doing and the
12 Core Competencies of Business
Development.
Whether the
title is Business Development Manager, Sales
Manager, Director of Sales or VP of Sales
and Marketing, for this
role the first pillar of leadership
competency is anchored around who the person
is...Being. It
includes the individual’s principles, values
and ethics.
The second
pillar of leadership,
Knowing,
centers on knowledge competency. This
consists of seeking out and applying people,
business, money and technical knowledge, the
most important component being people
knowledge.
The third
pillar of Business Development Leadership,
Doing,
involves the actions of leaders,
incorporating their ability to make
decisions, communicate them, and motivate
others to reach goals and thus improve their
capabilities. Doing comprises the tactical
skills of leadership, the operational
actions: recruiting and
retaining appropriate individuals, establishing
process, motivating individuals to achieve
objectives, and providing coaching,
mentoring and training. The tactical
implementation of leadership in Business
Development requires the capability to lead
people and to manage process.
Our Approach
Using our proprietary and
proven MBDi
Business Development Process®,
our
consultants work with managers in small groups
and one-on-one
with the Being, Knowing, and Doing aspects
of BD Leadership to assist each individual
in developing their own unique
leadership development plan. In
the Business Development Leadership role,
success requires a fusion of who we are as
an individual, along with our principles,
values, ethics and their application.
Leadership is a unique combination of what
we know, how we apply it and what we do in
leading a Business Development team in
consistently delivering revenue results, not
just managing a group of individuals to
reach objectives.
In this
intensive three-day workshop, you will:
Learn the critical
difference between managing salespeople
and leading a team
of true business development
professionals
Examine management styles
that foster the kind of behavior and
performance you need from your sales and
business development team
Learn how to identify and
recruit successful candidates for
business development roles
Discover how to foster
self-managed professional growth
Acquire skills and
techniques to manage individual and team
strengths and weaknesses
Learn how to empower all
your people with “big picture” thinking
Achieve a better
understanding of your leadership role in
the business development process as it
relates to your organization’s specific
business environment
Class size is
limited to ensure personalized, one-on-one
attention and highly customized to meet the
needs of each participant. The rigorous
curriculum is taught using a team-oriented,
interactive approach and includes real-world
case studies specific to your clients,
services, products and markets.
Click here
for a course outline.
If you want
to know how leading firms in your industry
have less turnover, increased productivity
and long-term, upward revenue streams,
