Sales Management Training & Development
Great Teams Start with Great Leaders
Lead, Inspire, & Coach Your Team to Reach Their Sales Potential.
Sales leadership development is an impactful investment. Strong leaders drive performance and results, while poor leadership leads to stalled deals, higher turnover, and missed revenue targets.
The Ability to Connect With People
Leadership is about encouraging, enabling and recognizing people for their performance. It’s about supporting their efforts in the direction of the department goals rather than directing their efforts.
Effective Leaders Must Build On:
- Understanding human nature, and why people act the way that they do.
- Skills that encourage, enable, and recognize individual and team successes and performances.
- Tactics to channel their people’s efforts in the appropriate direction in order to accomplish those goals.
Evaluating Your Team
High-performing teams start with accurate insight. We use a combination of assessment tools, performance benchmarks, and skills diagnostics to help leaders clearly identify strengths, gaps, and opportunities.
With a more complete picture of each team member’s capabilities, leaders can align development plans, determine hiring decisions, and build a team structure that supports predictable revenue growth.
Key Focus Areas
- Comprehensive talent and performance analysis
- Clear standards and metrics for consistent evaluation
- Targeted training strategies to improve productivity
- Data-driven hiring and team composition decisions
Communicating Effectively
Effective communication is essential to developing trust, reducing friction, and ensuring alignment. By applying DISC and Transactional Analysis, leaders gain the ability to tailor their message to each individual’s communication style and recognize emotional shifts before they derail a conversation.
This approach allows leaders to maintain constructive dialogue, reinforce expectations, and support a more cohesive team dynamic.
Key Focus Areas
- Adapting communication to individual DISC styles
- Understanding how team members process information and make decisions
- Using Transactional Analysis to maintain productive dialogue
- Redirecting conversations to achieve clarity and alignment
Coaching to Close Skill Gaps
Coaching is the engine of performance improvement. We teach sales leaders how to identify root causes, guide productive discussions, and coach in a way that encourages shared ownership and accountability.
By mastering questioning frameworks and adapting coaching styles to each individual, leaders can accelerate skill development and drive meaningful performance gains.
Key Focus Areas
- Identifying challenges before performance declines
- Open-ended, clarifying, exploratory, and goal-oriented questioning
- Coaching methods tailored to DISC styles
- Ensuring mutual understanding of goals and expectations
Accountability – Driving Results
Accountability is the foundation of predictable performance. Leaders must create a culture where expectations are clear, commitments are followed through, and results are consistently measured.
Sales leaders will strengthen accountability strategies without creating unnecessary pressure focusing instead on clarity, consistency, and continuous improvement.
Key Focus Areas
-
Setting clear expectations and commitments
-
Establishing ownership of tasks and outcomes
-
Conducting regular performance reviews and progress checks
-
Ensuring follow-through to achieve planned results
"Eric is a superb leader, who really knows how to manage, measure and bring out the best in any team. I would enjoy working with him again, and enthusiastically recommend him without hesitation"