Leading for Sales Excellence

Leading for Sales Excellence - Tools and Tactics for Sales Managers provides sales managers with techniques and tools for getting better results from their salespeople, taking a more strategic approach to their job, and increasing their team’s motivation and energy. 

The Organisational Challenge

Companies today rely increasingly on their sales organisations as engines of growth and productivity. 


The sales management role has never been more difficult: markets are more complex, products more sophisticated, and results more in demand. 


Spread thin and running fast, sales managers today work harder

than ever before. At the same time, they are being asked to lead and manage sales teams more strategically.

Designed for

Sales managers seeking to elevate their own leadership impact and improve the overall perfromance of their team. 


Participants will be able to:

  • Get improved results from their salespeople by applying effective, balanced approaches to their leadership
  • Proactively plan and conduct coaching conversations that foster thinking partnerships with salespeople
  • Increase their sales team’s motivation and energy by creating a high-performance work climate
Key Content

Leading for Sales Excelennece is modular. Three modules that explore the following:

Refining Your Leadership Approach, featuring 

  • five Leadership Styles and their linkage to financial results
  • a Leadership Styles assessment and tactics guides, 

Coaching in Context, featuring:

  • a reliable four-step process for conducting a coaching conversation with a salesperson
  • the underlying attitudes and skills necessary for this type of coaching

Building a High-Performance Climate, featuring:

  • A comprehensive system for improving a sales team’s motivation and performance
  • Tools for enhancing climate