NATIONAL LEADERSHIP COURSE
Developing a Team Sales Strategy
Turn business objectives into a practical sales strategy that gives your team clear direction, measurable targets and a plan for achieving them.
A collaborative workshop helping sales managers and directors align business goals with team activity, resources, and metrics through a practical leadership approach.
Why a Team Sales Strategy Matters
A high-performing sales team doesn't just happen by accident. It requires a clear, shared strategy that translates commercial goals into daily activity. Without it, even the most talented individuals can find themselves working in different directions, losing focus on the most valuable opportunities.
Direction
Focus
Measurement
Accountability
Ensuring every team member understands the commercial objectives and their role in achieving them.
Identifying the most profitable market segments and customer types to prioritise sales efforts effectively.
Moving beyond lagging indicators to measure the specific activities that drive future revenue.
Creating a culture where people take ownership of their activity levels and performance results.
Detailed Course Content
Commercial Alignment
Ensuring the sales strategy is directly connected to the organization's commercial goals and financial targets.
Practical Application
Developing a 'Commercial Goal to Pipeline' calculation for your specific business.
Market Specification
Defining the ideal customer profile and the specific value propositions that resonate with your target market.
Practical Application
Mapping the competitive landscape and defining your unique sales differentiators.
Pipeline Structure
Creating a formal, stages-based sales process that accurately reflects how your customers actually buy.
Practical Application
Building a weighted pipeline template with clear entry and exit criteria for every stage.
Activity Management
Defining the specific sales behaviors and activity levels required to sustain the necessary pipeline volume.
Practical Application
Developing a Sales Activity Framework to ensure consistent, high-value output from the team.
Performance Measurement
Establishing the leading and lagging indicators that provide a true picture of current and future sales health.
Practical Application
Creating a simplified Strategic Sales Dashboard for your leadership team.
Coaching for Growth
Implementing a structured coaching rhythm that helps salespeople improve their skills in the flow of work.
Practical Application
Developing a Deal Coaching template to help managers run highly effective opportunity reviews.
Sales Leadership Focus
From Targets to Action
We bridge the gap between high-level ambition and daily execution by defining the precise relationship between Commercial Objectives, Pipeline Requirements, Sales Activity, and Performance Measurement.
Meaningful Accountability
Strategy only succeeds when it is matched by a culture of ownership. We establish a management framework built on these four core principles:
Clear Expectations
Removing ambiguity so every team member understands exactly what is required and why it matters to the wider strategy.
Relevant Measures
Focusing on the lead indicators and activities that directly drive outcomes, rather than just reporting results.
Regular Reviews
Structured, consistent touchpoints that provide feedback, identify roadblocks, and maintain strategic momentum.
Constructive Action
Turning review insights into practical adjustments that keep performance on track and people developed.
What our clients say.
"Richard is an outstanding individual and there is not a company that would not benefit from his skills in some way. I would not hesitate to recommend Richard and his team at Sure Train."
SAM JACKSON, MANAGING DIRECTOR — COOPER ASSOCIATES
Who Should Attend?
Our curriculum is tailored for senior sales leaders, directors, and business owners, rather than new hires or individual sales contributors.
- Sales Directors
- Sales Managers
- Business Owners
- Regional Sales Leaders
- New Sales Managers building their first strategy
Common Questions
Who is this course for?
The Developing a Team Sales Strategy course is designed for Sales Directors, Sales Managers, and Team Leaders responsible for hitting commercial targets through the activity of others.
Is the content tailored to our business?
Yes. While we follow a clear strategic framework, the practical application exercises use your real commercial objectives, your pipeline data, and your specific team challenges.
What is the delivery format?
We offer both in-person workshops and interactive remote delivery. Both formats are highly collaborative and focused on creating concrete workshop outputs for your team.
Why Choose Sure Train?
• 20+ years experience in Sales Performance development.
• Over 12,000 sales professionals trained across all sectors.
• Practical, results-focused methodology — no abstract theories.
RICHARD PALMER
Founder, Lead Trainer, and Author of The Ethical Sales Handbook. Richard leads all Team Sales Strategy workshops personally.