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Sales Management Training

Home > Courses > Sales Management Training

What makes a great sales leader?  In many organisations, the process of finding a suitable person for this role, goes something like this; A sales person gains a reputation for being a high achiever, consistently hitting their targets and outperforms their peers.  The leadership team takes notice of this, and thinks, “Let’s recreate their magic by promoting them to a sales leader”.

Logically this would seem like a sensible approach, right? Put the high performer in charge of the others. However, in our experience this is a flawed assumption, because great sales people do not automatically make great sales leaders and vice versa.  Effective leadership requires a totally different set of skills and behaviours.

So whether you are an experienced, new or aspiring leader in the world of sales, this highly interactive and thought provoking 2 day Sales Management Training course is designed to equip you with the knowledge, skills and confidence to lead and inspire a high performing sales team.

Course dates coming soon...


Please register interest below and we will keep you updated

All dates & locations
Other courses that may interest you
Overview Agenda All Dates/Locations Learning Outcomes Who should attend?

Overview

The Sales Leader Academy has been created for sales professionals by a sales professional, it focuses on growing confidence and capabilities, as well as providing participants with a wide range of pragmatic tools that can be immediately implemented within any sales environment.

Within the workshop we cover 3 main modules of sales leadership;

Leading Self

Here we examine the attributes of a high performing sales leader, and through the use of a self awareness assessment and 360 degree feedback gathered ahead of the workshop, participants gain a realistic view of their existing leadership skills and shortcomings, this enables a personal action plan to be created that supports their ongoing development.

Leading Others

Managing others and their performance is a core responsibility of a sales leader, in module 2 we explore how this can be achieved.

Through a series of interactive exercises and discussions we share a variety of techniques for effectively leading others, such as; a collaborative structure for effective goal setting, a powerful tool for identifying the motivational needs of others, coaching and feedback frameworks and a method for confidently addressing under performance.

Leading High Performing Teams

The final module of the Sales Leader Academy focuses on how to create and sustain a culture of high performance within a team.  We share credible research which identifies the common characteristics that can found within a team who performance at an optimum level consistently.  Participants reflect on how their team(s) measure up against this, establishing successes and any opportunities for development.

Agenda

09:00

Registration and Refreshments with light breakfast

09:30 – 09.45

Introduction to the course and peers

09.45 - 11.00

What Makes a High Performing Sales Leader?

  • The qualities of a high performing sales leaders
  • Self assessment - how do I measure up against these qualities?
  • 360 degree feedback - how do people perceive me?

11.00 - 11.15

Break and Networking

11.15 - 12.15

My Leadership Style  

  • What is my natural leadership style? (self awareness tool)
  • Using this tool to enhance team relationships and performance

12.15 - 13.15

Lunch and Networking

13.15 -14.00

Effective Goal Setting  

  • OKR’s - the proven structure for effective goal setting

14.00 - 15.00

Motivating and Engaging Sales People

  • The psychology of human motivation
  • How to successfully identify motivational needs in others
  • Techniques on maintaining motivation and engagement on daily basis

15.00 - 15.15

Break and Networking

15.15 - 16.15

Coaching for High Performance

  • Coaching verse feedback
  • Develop coaching capabilities and follow a proven structure 
  • Giving effective feedback - positive and developmental

16.15 - 16.30

Reflections, summary and close

Day 2

 

09.30 - 09.45

Welcome back to Day 2

09.45 - 11.00

Coaching for High Performance: Practice Session

  • Participants conduct peer to peer coaching sessions using the techniques learned in day 1

11.00 - 11.15

Break and Networking

11.15 - 12.15

Influencing a Culture of Accountability

  • Mastering the art of collaboration through accountability
  • Run a successful accountability session, using a proven 5 stage structure

12.15 - 13.00

Lunch and Networking

13.00 - 14.00

Confidently Managing Underperformance

  • Identifying the root cause of underperformance
  • Managing underperformance through applying the DEFICIT model

14.00 - 14.45

Leading High Performing Teams

  • The 5 stages of team development

14.45 - 15.00

Break and Networking

15.00 - 16.00

Leading High Performing Teams

  • The characteristics of a high performing team (from recruitment to retention)

16.00 - 16.30

Close, Certificates and Feedback

Tutor Information:

Claire Burnie

If anyone can create a highly stimulating and engaging learning environment, which challenges people’s thinking causing them to broaden their skills, it’s Claire. She brings a wealth of experience and energy to all of her programmes, with specialisation in:

  • Sales Skills Training
  • Leadership and Management Development
  • Customer Service

With 15 years of practical sales experience Claire has a proven track record in delivering sustainable results for clients, with achievements including designing and leading award winning programmes that have delivered in excess of 1700% in return on investment, contributing £10 million in revenue.

Having held a number of senior operational positions Claire has the ability to influence and inspire at a range of levels within an organisation. Her last operational role was; Head of Sales through Service for UK based Telecommunications Provider.  Here she was directly responsible for driving Sales through Service and coaching culture across an outsourced operational team of 2000 employees, based across 3 continents that serve a 5 million customer base.

All Dates & Locations

Date Venue Price from: Status Spaces Book Now Enquire

No dates are available.

Learning Outcomes

  • Gain exposure to a variety of leadership styles and techniques
  • Learn techniques to fast track and sustain high performance
  • Learn how to set effective performance goals using a proven structure
  • Develop coaching capabilities 
  • How to effectively give positive and developmental feedback 
  • Learn techniques to maintain motivation within sales environments 
  • How to influence a culture of accountability
  • How to successfully manage under performance

Who should attend?

This course welcomes sales professionals who want to develop their sales leadership capabilities. Whether you are an experienced, new or aspiring sales leader this course is equally applicable to all levels of experience.

Overview

The Sales Leader Academy has been created for sales professionals by a sales professional, it focuses on growing confidence and capabilities, as well as providing participants with a wide range of pragmatic tools that can be immediately implemented within any sales environment.

Within the workshop we cover 3 main modules of sales leadership;

Leading Self

Here we examine the attributes of a high performing sales leader, and through the use of a self awareness assessment and 360 degree feedback gathered ahead of the workshop, participants gain a realistic view of their existing leadership skills and shortcomings, this enables a personal action plan to be created that supports their ongoing development.

Leading Others

Managing others and their performance is a core responsibility of a sales leader, in module 2 we explore how this can be achieved.

Through a series of interactive exercises and discussions we share a variety of techniques for effectively leading others, such as; a collaborative structure for effective goal setting, a powerful tool for identifying the motivational needs of others, coaching and feedback frameworks and a method for confidently addressing under performance.

Leading High Performing Teams

The final module of the Sales Leader Academy focuses on how to create and sustain a culture of high performance within a team.  We share credible research which identifies the common characteristics that can found within a team who performance at an optimum level consistently.  Participants reflect on how their team(s) measure up against this, establishing successes and any opportunities for development.

Agenda

09:00

Registration and Refreshments with light breakfast

09:30 – 09.45

Introduction to the course and peers

09.45 - 11.00

What Makes a High Performing Sales Leader?

  • The qualities of a high performing sales leaders
  • Self assessment - how do I measure up against these qualities?
  • 360 degree feedback - how do people perceive me?

11.00 - 11.15

Break and Networking

11.15 - 12.15

My Leadership Style  

  • What is my natural leadership style? (self awareness tool)
  • Using this tool to enhance team relationships and performance

12.15 - 13.15

Lunch and Networking

13.15 -14.00

Effective Goal Setting  

  • OKR’s - the proven structure for effective goal setting

14.00 - 15.00

Motivating and Engaging Sales People

  • The psychology of human motivation
  • How to successfully identify motivational needs in others
  • Techniques on maintaining motivation and engagement on daily basis

15.00 - 15.15

Break and Networking

15.15 - 16.15

Coaching for High Performance

  • Coaching verse feedback
  • Develop coaching capabilities and follow a proven structure 
  • Giving effective feedback - positive and developmental

16.15 - 16.30

Reflections, summary and close

Day 2

 

09.30 - 09.45

Welcome back to Day 2

09.45 - 11.00

Coaching for High Performance: Practice Session

  • Participants conduct peer to peer coaching sessions using the techniques learned in day 1

11.00 - 11.15

Break and Networking

11.15 - 12.15

Influencing a Culture of Accountability

  • Mastering the art of collaboration through accountability
  • Run a successful accountability session, using a proven 5 stage structure

12.15 - 13.00

Lunch and Networking

13.00 - 14.00

Confidently Managing Underperformance

  • Identifying the root cause of underperformance
  • Managing underperformance through applying the DEFICIT model

14.00 - 14.45

Leading High Performing Teams

  • The 5 stages of team development

14.45 - 15.00

Break and Networking

15.00 - 16.00

Leading High Performing Teams

  • The characteristics of a high performing team (from recruitment to retention)

16.00 - 16.30

Close, Certificates and Feedback

Tutor Information:

Claire Burnie

If anyone can create a highly stimulating and engaging learning environment, which challenges people’s thinking causing them to broaden their skills, it’s Claire. She brings a wealth of experience and energy to all of her programmes, with specialisation in:

  • Sales Skills Training
  • Leadership and Management Development
  • Customer Service

With 15 years of practical sales experience Claire has a proven track record in delivering sustainable results for clients, with achievements including designing and leading award winning programmes that have delivered in excess of 1700% in return on investment, contributing £10 million in revenue.

Having held a number of senior operational positions Claire has the ability to influence and inspire at a range of levels within an organisation. Her last operational role was; Head of Sales through Service for UK based Telecommunications Provider.  Here she was directly responsible for driving Sales through Service and coaching culture across an outsourced operational team of 2000 employees, based across 3 continents that serve a 5 million customer base.

All dates & locations

Date Venue Price from: Status Spaces Book Now Enquire

No dates are available.

Learning outcomes

  • Gain exposure to a variety of leadership styles and techniques
  • Learn techniques to fast track and sustain high performance
  • Learn how to set effective performance goals using a proven structure
  • Develop coaching capabilities 
  • How to effectively give positive and developmental feedback 
  • Learn techniques to maintain motivation within sales environments 
  • How to influence a culture of accountability
  • How to successfully manage under performance

Who should attend?

This course welcomes sales professionals who want to develop their sales leadership capabilities. Whether you are an experienced, new or aspiring sales leader this course is equally applicable to all levels of experience.

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03

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