The purpose of this workshop is to provide high-level sales directors with a comprehensive understanding of how to manage Salesforce organization and implement successful change management initiatives. Over the course of one full day of live, online instruction and two follow-up learning hubs, participants will gain valuable insights into the best practices for Salesforce administration, the importance of change management, and the tools and techniques required to manage change effectively.Through this program, participants will learn about the key features of Salesforce and how they can be leveraged to improve business operations.
They will also learn how to effectively manage and administer Salesforce, including best practices for data management, reporting, and user management.In addition to Salesforce administration, this program will emphasize the importance of change management in implementing successful Salesforce initiatives. Participants will learn about the principles of effective change management, including stakeholder engagement, communication strategies, and change planning.
They will also gain hands-on experience in developing and implementing change management plans, including techniques for measuring and evaluating the success of these plans.Throughout the workshop, participants will engage in interactive discussions and case studies to apply what they have learned in real-world scenarios. They will also have the opportunity to network with other sales directors and gain valuable insights from their peers.
By the end of the program, participants will be equipped with the knowledge and skills required to successfully manage Salesforce organization and implement effective change management initiatives, enabling them to drive business growth and achieve their organizational goals.
Navigating Salesforce
In this section, participants will learn about the best practices for Salesforce administration, including data management, reporting, and user management. They will also gain insights into the key features of Salesforce and how they can be leveraged to improve business operations.
Change Management Principles
This section will emphasize the importance of change management in implementing successful Salesforce initiatives. Participants will learn about the principles of effective change management, including stakeholder engagement, communication strategies, and change planning.
Developing Change Management Plans
In this section, participants will gain hands-on experience in developing and implementing change management plans. They will learn about the tools and techniques for measuring and evaluating the success of these plans, as well as how to identify and manage potential risks.
Networking and
Peer Learning
Throughout the program, participants will have the opportunity to network with other sales directors and gain valuable insights from their peers. They will engage in interactive discussions and case studies to apply what they have learned in real-world scenarios, and have access to two follow-up learning hubs to further deepen their knowledge and skills.
Program Outline
3 Weeks
Workshop - Two days
An experiential learning opportunity that engages participants in an enjoyable yet practical approach to acquiring knowledge about the subject matter.
Learning Hub #1
Following the workshop, participants will be tasked with completing an assignment relevant to their work, which will involve presenting their initial draft during a group session to receive constructive feedback from both the instructor and fellow attendees.
Learning Hub #2
The culminating session of the program will serve as the learning hub in which participants will present their final assignment. Following this, attendees can immediately commence the application of their newly acquired skills in the workplace.
Skills
Leadership
Participants will learn about the importance of effective leadership in driving organizational change. They will gain insights into leadership styles and techniques for motivating and engaging team members, as well as how to lead successful change initiatives.
Attention to Detail
Participants will learn how to manage information and data with a high degree of accuracy and attention to detail. They will gain insights into how to identify and correct errors in data, as well as how to ensure data quality and completeness.
Planning and Organization
Effective planning and organization are critical to successful change management and organizational development. Participants will gain hands-on experience in developing and implementing change management plans and learn techniques for effective project management.
Critical Thinking
Throughout the program, participants will engage in interactive discussions and case studies that require critical thinking and problem-solving skills. They will learn how to analyze business processes and data to identify opportunities for improvement and develop effective solutions.
Communication
Effective communication is essential for successful change management and organizational development. Participants will learn about communication strategies and techniques for engaging stakeholders, building consensus, and driving change initiatives forward.
Reporting
Participants will learn how to generate and analyze reports using data from various sources. They will also learn about best practices for reporting and data visualization to support decision-making and organizational development.
Data Management
Effective data management is a critical component of successful organizational development. Participants will learn about best practices for data management, including data modeling, data migration, and data quality to improve business operations.
Business Process Analysis
Participants will learn how to analyze business processes and identify opportunities for improvement through process mapping and process analysis techniques. They will also learn how to design and implement effective business processes to enhance business operations.
Methods
Work in Small Groups
Collaborative learning approach where learners work together in small groups to solve problems, share insights, and exchange ideas. Small group work promotes active learning, peer-to-peer feedback, and a deeper understanding of the material.
Role Play
Participants take on different roles and act out scenarios to practice and improve their communication, negotiation, and problem-solving skills.
Case Study
Case studies involve analyzing real-world scenarios to understand the challenges and opportunities of Salesforce organization and change management. Participants will engage in discussions and problem-solving exercises based on case studies to develop critical thinking skills and practical insights.
Gamification
Incorporating game-like elements, such as point systems and challenges, into the learning experience to make it more engaging and interactive.
Group Coaching
Group coaching is a method of providing targeted coaching and feedback to a group of individuals. In this program, participants will receive group coaching sessions to enhance their understanding of key concepts, develop practical skills, and receive feedback on their performance.
Debrief
A reflective discussion at the end of a learning activity that allows participants to share their insights, identify areas for improvement, and apply what they have learned to their work or personal life.
Feedback
Participants receive constructive feedback to identify strengths and areas for improvement, helping them focus their efforts and achieve their goals.
Throughout the program, participants will engage in a variety of interactive and engaging learning methods designed to enhance their understanding and retention of key concepts in Salesforce organization and change management. These methods may include analyzing real-world case studies, working in small groups to develop solutions, engaging in reflective debriefing sessions, practicing communication and problem-solving skills through role-playing exercises, and receiving targeted feedback and coaching from peers and facilitators.
Additionally, gamification methods may be used to enhance engagement and motivation throughout the program. These methods are designed to promote collaboration, critical thinking, and practical skills development to support effective organizational change management.
Mr. Stefan Stavrositu
Lead Tutor
Stefan Stavrositu is the current CEO of BCR Life Insurance, where he leads the organization with his extensive experience in sales, management, and strategy.
With over two decades of experience in the insurance industry, Stefan has held senior positions in leading companies such as NN Life Insurance and Groupama Asigurari, where he coordinated over 2000 employees.
He is an ISM 6 qualified professional and a specialist tutor at Salestrust.eu, where he has honed his expertise in managing objections and negotiations, sales profitability, communication, buyer behavior, and sales strategy. With his international experience working in countries such as the Netherlands and implementing projects all over the CEE, Stefan brings a unique perspective to his leadership role.