Executive Education - - Online Sales Leadership Program | Queen's Executive Education Program

Program Details Takeaways Content Format Session Leaders Enquiries

About the program

New sales managers don’t just face a 10-fold increase in job scope in their first day - they also face a rapidly changing business world that compounds the challenge of deciding where to focus and how to gain real control over their sales space. As a result, more than half of all sales reps promoted to management return to frontline sales within two years.

This program is all about breaking this avoidable pattern.

In just three half-day sessions:

Queen’s Foundations of Sales Leadership equips new and aspiring sales leaders with a powerful management model, which includes the tools, practices, and learning experience they need to own, control and lead in a fast-changing sales world.

The program includes three core modules:

Driving Sales Productivity – Ensuring sales leader and team operates with the structure and discipline to drive measurable results.
Coaching Sales People – Equipping sales leaders with the coaching perspective and skills to manage team members through pivotal moments with customers and internal sales partners.
Managing Sales Teams With Data – In the context of an increasingly data-driven world, The session equips participants with a combination of metrics, practices, and tools to manage a sales team toward optimal performance.

Dynamic virtual classroom

The program offers participants a highly interactive learning experience
Expert facilitators use real-life cases and role-playing to maximize learning value
The program culminates in a live online competition to test, reinforce and reward participant retention of key learning points from across the three core modules

Who should attend

This program is designed for four main groups:

New sales leaders in their first years managing a sales team
Experienced professional sellers, aspiring to move into a sales leadership role
Sales operations professionals and internal sales partners looking to deepen their ability to work with and support the core sales organization
Any sales leader looking to raise their level of self-sufficiency and control over their sales environment

CCDI Partnership

Smith School of Business is an Employer Partner of the Canadian Centre for Diversity and Inclusion.

Personal benefits

Increase your confidence, awareness and control in leading sales teams. You will:

Understand how to lead sales from a position of strength and control
Set your own sales management model, cadence and calendar to orchestrate a team
Acquire essential coaching practices and join live role-plays to hone your sales coaching skills
Understand the most important sales KPIs and how to apply them with a team
How to orchestrate activities across a Sales team to achieve performance targets

Organizational benefits

Increase sales leader self-sufficiency and effectiveness in leading sales teams. Organizations will experience:

Reduced risk of failure for new sales leaders after promotion
Faster integration of new sales leaders into the overall sales management system
Reduced workload on sales Directors and Executives related to coaching new sales leaders
Earlier detection and mitigation of business problems at the frontline of sales leadership
Faster, more systematic focus and action on sales KPIs at the individual and team level
Reduced risk of losing high-potential sales professionals ready for promotion

Program content

The program is built around three key modules:

Driving Sales Productivity

Face the limited scope of what sales leaders really control
Establish your own Sales leader routine to maximize personal productivity
Structure a powerful sales cadence to maximize sales
Develop and harness your sales ecosystem for step-changes in growth

Coaching Sales People

Learn how to develop sales people across the sales cycle
Understand how to assess sales competency gaps and training needs
Enhance skills in detecting and diagnosing root causes of performance issues
Sharpen your skills for high-impact, real-time coaching

Managing Sales Teams with Data

Understand the increasingly critical role data plays in sales success
Go beyond CRM to use KPIs to drive timely sales visibility and accountability
Understand and apply data analytics to systematically tackle revenue challenges

In-Person Learning

Learn alongside fellow participants from across the country, discovering best practices that span industries and sectors.

Our in-person programs include classroom learning sessions led by award-winning Smith School of Business professors and industry experts. Practice new skills in breakout sessions, projects and simulations, and apply your learning toward real-world case studies.

Session Leaders

Session leaders include senior professors from Smith School of Business and knowledgeable experts from industry. These outstanding teachers are constantly in touch with today's business world through real-world business experience, Board memberships and their own consulting practices.

As a Queen’s alumni with over 25 years leading strategy, marketing and sales performance analytics, Michael works with participants on how to drive sales productivity. His management experience spans technology-driven industries in Canada, the United States, Europe and Asia. Michael led Sales Optimization and large-scale value creation projects for Bell Canada and headed Global Marketing for CGI, where he led the transformation of marketing and sales support functions on a global scale. He has an MBA from the Ivey School of Business, Western University, an Honours B.A. in Economics from Queen’s and a Diploma in International Business from the Stockholm School of Economics.

As Assistant Professor, HEC Montreal, specialized in salesforce effectiveness, Bruno brings academic and industry sales management experience to his work with participants on fostering a successful sales culture. Author of several management journal articles, Bruno has a Ph.D., Marketing from Université Grenoble Alpes, an MBA, Management/ Marketing from Université Laval and a B.Sc., Exercise Science from Concordia University.

Foundations of Sales Leadership - Virtual