Course description
Sales Leadership and Management Programme - CMI Level 5
In any competitive environment, the ability of sales managers or team leaders of an organisation to manage effectively, will ultimately determine its ongoing success. To thrive and grow, sales managers need to be constantly motivating and focused on developing consistent, high-performing teams.
The Sales Leadership and Management Programme is designed to be a dynamic and interactive experience with a blend of sessions designed to focus your approach to sales team challenges.
Through a combination of leadership, performance and positive sales behaviour sessions, it will give those in attendance the tools to enhance their performance and people management skills. It also focuses on both your organisational and personal impact as a sales manager.
Upcoming start dates
Suitability - Who should attend?
Designed for those with a minimum 6-12 months sales management experience including executives, managers and business owners who are actively involved in the management of sales teams or functions.
This course is for you if you want to:
- Understand the fundamentals of leadership
- Learn the tools and diagnostics to drive sales performance
- Understand the value of feedback to motivate and drive positive sales behaviour
- Understand the importance of ethics, power and trust in a sales role
Outcome / Qualification etc.
Learning Outcomes
On completion of this programme, you will:
- Understand the fundamentals of leadership practice in organisations
- Differentiate between the roles of manager and leader
- The importance of ethics, power and trust in a sales role
- Identifying your own leadership style and its impact on others
- The rationale for managing sales performance within organisations
- Effective application of tools and diagnostics to drive sales performance
- The value of feedback to motivate and drive positive sales behaviour
- The dynamics of managing sales team performance including development and poor performance conversations
Training Course Content
Session 1
The Principles of Sales Leadership Practice
Key themes include:
- What does good sales leadership look like?
- Sales leadership styles
- Ethics and integrity in sales leadership
- Understanding your team
Session 2
Managing Sales Performance – the bigger picture
Key themes include:
- Managing performance
- Recruitment
- Managing performance (the numbers)
- Managing performance (the team)
- Motivating your team for performance
Session 3
Managing Sales Performance – in the moment
Key themes include:
- Performance, the individual
- Activator, behaviour, consequence
- Performance conversations
- Difficult and development conversations
- Key learning and action-planning
Course delivery details
Your Delivery Options:
Virtual Classroom:
We strive to create a positive and lasting impact through the delivery of our courses, which is why all our sessions are structured around taught theory, interactivity and shared experiences from the real world. Our online training courses are designed to create the optimum learning experience for the virtual environment. Our training is highly interactive; our tutors make regular use of whiteboard, annotate, polls and other types of interactive software to enhance the learning experience.
In House Team Training:
Our in-house service delivers tailored training solutions to assist businesses in achieving their goals. Unlike our open courses, our in-house offering provides completely customisable content that is built with your guidance to facilitate anything from large transformational projects to individual learner journeys.
Our dedicated bespoke account management team will work with you to ensure that the solution you and your business choose allows for the optimal learning experience.
Your In-House Training Options
- Off-the-shelf, existing programmes delivered privately for you and your team
- Part-tailored solutions using various elements of our existing programmes to create a unique programme aligned to your organisational needs
- Bespoke built programmes, created and designed entirely to meet your specific requirements and customised to your business’ goals
Why choose In Professional Development
Delivered training to over 10,000 organisations
92% of delegates rate our courses as 5 star
Created over 2,500 CMI registrations
Reviews
Average rating 5
Attended the Advanced Sales Leadership Course and last week and thought it was excellent. The INPD team were very professional and the course structure/ content was excellent, a...
This was my first training programme on leadership and management and I found it enjoyable and interesting. The course was led by Pierson Stratford who made the programme engagi...
Expenses
- Virtual Classroom: £1,600 +VAT
- In-House Training: Price on enquiry
Continuing Studies
CMI Level 5 Certificate in Management and Leadership
Following completion of the Sales Leadership and Management Programme, learners can opt to continue their studies by completing a CMI Level 5 Certificate in Management and Leadership. This qualification is designed for practising middle managers and leaders at operations, division, departmental or specialist level, who are typically accountable to a senior manager or business owner.
Learners are required to complete two 3,500-4,000 word written assignments. Units to be completed include:
- 501: Principles of Management and Leadership in an Organisation
- 502: Principles of Developing, Managing and Leading Individuals and Teams to Achieve Success
Benefits of completing the qualification include:
For learners:
- Development of skills required to lead and manage individual teams.
- Provides a broader knowledge of skills to help individuals be more effective in specific management areas.
- Accredited management and leadership qualification and certificate on completion.
For organisations:
- Deliver aims and objectives in line with wider organisational strategy.
- Gives a fully comprehensive bank of the skills and knowledge required to be a manager as part of an organisation
- Allows individuals to focus on the areas that are most appropriate for their role and organisation.
Learners also receive:
- Targeted tutorials run by our CMI-qualified tutors, to help learners complete the assignment writing phase.
- Dedicated support from the Quality Assurance Team here at In Professional Development, including regular CMI learner drop-in sessions.
- Access to a wealth of CMI online learning resources through their Management Direct website.
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In Professional Development
In Professional Development are a professional training provider offering a wide range of professional development courses, on an accredited or non-accredited basis. Our course portfolio ranges from 1 to 5-day courses. We work with a range of partners to ensure...
I attended one of the INPD sales leadership courses. A very professionally delivered course with knowledgeable and enthusiastic instructors facilitating the sessions.