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Classes are held multiple times throughout the year, in the idyllic grounds of the Chesterford Research Park. We include lunch and refreshments throughout the day.

From finding your leadership style, motivating your team and giving them feedback to developing strategic business plans, delivering accurate forecasts and hiring talent, our sales management and leadership development program provides you with the springboard to becoming a great sales manager.

With eight people reporting to me, stepping into my first sales manager role was challenging to navigate – mostly because I received zero guidance, training or coaching. This course combines all the knowledge that would have made my transition to a sales manager position a lot easier - and a lot less daunting.

Pru Layton

Senior Sales Trainer.

Who Should Attend?

Have you been thrown into your first sales management role? Maybe you’re a sales manager but have never had any formal training? Or maybe you’re developing your successor or one of your team for another management position? Then our sales management and leadership development program has been designed for you.

Find your leadership style and motivate your team.

Develop strategic business plans and individual sales plans, set and monitor KPI's and run effective one-to-one meetings.

Be less busy but more productive by getting organised and setting boundaries.

Deliver accurate forecasts by identifying and addressing the common causes of forecast failure.

Be your team's coach through an understanding of the coaching process & practising role-play scenarios.

Programme Agenda

Day One
Introduction and setting the scene
- Why are we here.
- The course objectives.
The concept of our comfort zone
- The necessity to move outside our comfort zone continuously.
- The relationship between change and success.
Goal setting
- The importance of goal setting.
- Focusing on the areas where we can obtain the greatest return.
Leadership and management
- Understanding the differences between leadership and management.
- What are the different leadership styles?
- Getting the balance right between leadership and management.
- Learn how to motivate others.
- Achieving success through a team.
Planning and measurement
- Developing strategic business plans.
- Forming and monitoring individual sales plans.
- Setting and monitoring KPI’s with the use of leading and lagging indicators.
- Running effective 1:1 meetings:
- Agreeing agendas
  - Managing the discussion
  - Agreeing actions
Solving the sales manager's time dilemma
- Getting organised and setting priorities.
- Planning our time effectively.
- Meeting deadlines.
- Effective use of email, calendar and to-do lists.
Review
- Identification of key learning points from day 1 and the situations where they should be applied.
Day Two
Review
- Review of key learning points from day 1.
Delivering accurate forecasts
- Educating the sales force.
- Addressing the common causes of forecast failure.
- Effective management of the sales process from a sales manager's perspective.
Joint visits
- Understanding the value of joint visit activity.
- Setting the frequency.
- Defining the different types or reasons for a joint visit.
- Ensuring a great customer experience during joint visits.
- Role play exercise.
Coaching
- Understand the coaching process.
- Knowing when and where to use coaching.
- Coaching as a performance management tool.
- Effective use of feedback.
- Role play exercise.
Sales competency model
- Understanding competencies:
  - Skills and knowledge required for your top-performing salespeople
- A template for the sales competency model:
  - How to assess your current team with the model
  - Use of the model for coaching and performance improvement
Review
- Identification of key learning points from day 2 and the sales management situations where they should be applied.
- Preparation for day 3.
Day Three
Report back and review
- Individual report back exercises from day 1 and 2.
- Report back on progress made applying key learning points, agreed actions and commitments.
Hiring
- Developing and retaining top performers.
- How to create a good salesperson specification.
- Interviewing, the do’s and don’ts.
- The first 90 days: Setting expectations and standards with new salespeople
- Understanding what motivates people.
- Managing development reviews.
- Succession planning.
- How to identify and manage poor performance.
Managing your manager
- Agreeing on the priorities.
- How to provide concise and timely reports.
- Being a solution provider.
- Using your manager as a coach.
Running inspirational sales meetings
- Setting objectives.
- The components of a great agenda.
- Managing time and expectations.
- Team building.
- The golden rules of presentation.
Change management
- Introducing the change curve.
- Understanding the drivers for change.
- Communicating the need for change effectively.
- Recognising and overcoming objections to change.
Review
- Identification of key learning points from day 3 and the sales management situations where they will be applied.
- Preparation for the future.
- Identification of opportunities for further report-back exercises in your organisation.
- Finalising your goals.
Day Four

Learn From The Best

Ever attended a commercial or sales training program but felt like the trainers don’t understand the nuances of your industry? Having had thriving careers in the science and technology industry, with decades in similar roles to you, as well as years of experience as successful sales coaches, you can be confident that our coaches know the ins and outs of your market.