Two-Day Core Curriculum
Module 1: The Transition to Effective Sales Leadership & Coaching
This foundational module defines the shift from selling to leading. We establish clear commercial objectives and KPIs that align with business strategy. Key Topics: Defining leadership excellence, translating company targets into team quotas, and establishing a culture of accountability. Workshop: Creating a strategic sales plan for the next quarter.
Module 2: Driving Sales Performance Through KPI Management
Transition from reactive management to proactive pipeline oversight. We explore the mechanics of high-performing funnels and the critical ratios that predict future success. Key Topics: Data-driven forecasting, identifying leakage points, and the mathematics of sales achievement. Workshop: Audit of real-time pipeline data to identify velocity bottlenecks.
Module 3: Motivating Teams and Developing Individual Potential
Focus on the quality and volume of sales interactions. We teach managers how to oversee CRM integrity and ensure the 'Contact Wheel' is spinning efficiently across the whole team. Key Topics: Improving conversion at every touchpoint, CRM best practices, and territory management. Workshop: Mapping the customer journey to specific management interventions.
Module 4: Leading Growth via Coaching and Strategic Planning
Moving beyond top-line revenue to measure the inputs that create output. Learn to conduct professional performance reviews that inspire rather than deflate. Key Topics: Performance vs. Potential, the accountability framework, and objective-based management. Workshop: Conducting a structured monthly performance review simulation.
Learn it. Practise it. Apply it to your team.
Our methodology bridges the gap between theory and actionable results. We provide a hands-on environment where you gain knowledge, hone your techniques, and immediately translate them into your team's daily routines. During the workshop, you will actively engage with:
• Assessing your current sales operation
• Examining funnels and activity ratios
• Reviewing contact strategies and CRM integrity
• Designing effective measurement frameworks
• Practising high-impact coaching techniques
• Applying the VESOS leadership framework
• Exploring motivation and incentive techniques
• Working through real-world management scenarios
• Developing a concrete post-course action plan
A comprehensive two-day immersion into high-performance sales leadership and data analytics.
Day One: Mastering The Sales Engine. This session focuses on the technical drivers of success, equipping leaders with the tools to audit and optimize their sales workflows effectively.
Day One Topics:
• Setting Commercial Goals and KPI Frameworks
• Funnel Analytics and Lead Velocity
• The Contact Wheel and Key Activity Ratios
• Data-Driven Forecasting Models
Practical Emphasis: Managers will perform a detailed diagnostic on their current pipeline, identifying exactly where momentum stalls and how to apply corrective measures immediately.
Day Two: Transforming People and Potential. We shift toward the human side of management, focusing on developing the coaching skills needed to inspire and maintain peak productivity.
Day Two Topics:
• The GROW Coaching Methodology
• Implementing the VESOS Framework
• Motivational Drivers and Incentive Design
• Managing Difficult Performance Dialogues
Practical Emphasis: Participants will engage in active peer-to-peer coaching simulations and case studies to build the confidence required for complex leadership and team scenarios.
How will your leaders build people and drive growth
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These aimed learning outcomes are designed to empower managers, though individual results depend on application:
• A clearer management focus
• Meaningful performance measures
• Better coaching conversations
• A structured skills-development process
• Greater confidence in difficult situations
• A personal action plan
What our delegates say.
“
The training was excellent. Richard’s delivery style is engaging and the content is both practical and relevant. The techniques covered, particularly around activity ratios and the Contact Wheel, have given our managers a much clearer framework for measurement and coaching. I would highly recommend this course to any organisation looking to improve their sales management capability.
David Legg
Sales Director, Benchmark Recruitment
Frequently Asked Questions
How long is the course?
The Sales Management and Measurement Skills course is a comprehensive two-day programme, designed to provide concentrated learning and practical application.
Is this course suitable for new managers?
Yes, it is ideal for both newly appointed sales managers and experienced leaders who want to implement a more rigorous, measurement-based approach to team performance.
Can this training be delivered at our office?
Absolutely. We deliver this course as an in-house programme for organisations across the UK, allowing us to tailor the workshops to your specific sales processes and KPIs.
Who is the lead trainer?
The course is typically led by Richard Palmer, founder of Sure Train and author of The Ethical Sales Handbook, ensuring delegates benefit from 20+ years of expertise.