2-Day Program

Foundations of Sales Management

Growing Sales Manager self-sufficiency and sophistication

About the program

The new Queen's Foundations of Sales Management Program offers organizations a progressive approach to building competency and self-sufficiency in sales managers. Structured across three modules, the program equips Sales Managers with a practical tool kit of proven concepts and methods that enable them to develop and lead an increasingly sophisticated sales organization.

Our Program enables Sales Managers to:

  • Manage Sales People - Hire, coach and develop individual sales people
  • Manage Sales Productivity – Optimize their personal and team sales productivity in the context of the broader organization
  • Foster Successful Sales Culture – Translating Corporate goals and plans into team-level goals and activities that motivate sales teams to work effectively and deliver to plan

In addition to the skills and knowledge gained in the core sales modules, Sales managers build a personalized Sales Manager tool kit for immediate implementation with their teams.

Who should attend

The program is designed for sales managers who are new to the role or looking to sharpen their knowledge and skills in managing sales teams.

Personal benefits

Enhance your ability to manage sales performance. Get better results from your team.

  • Gain new insights and skills in building a successful sales team
  • Learn live coaching techniques proven effective in improving sales performance
  • Acquire effective tactics to align the broader organization to support your sales team's success
  • Set an effective sales mission, cadence and culture for improved sales focus, visibility and control
  • Learn proven ways to maximize your own productivity while managing diverse sales teams
  • Network with a group of sales managers from a variety of industries and sales backgrounds

Organizational benefits

Improve the self-sufficiency of sales leaders in managing teams for superior results.

  • Equip sales managers with a foundation of skills to effectively lead diverse sales teams
  • Give sales managers the case learning and tools to manage more independently and successfully
  • Deepen sales manager knowledge and ability to pinpoint and resolve performance issues
  • Give sales managers the structure and tools to influence team performance and accelerate sales
  • Expand sales managers awareness and skillset to secure broad organizational support for sales
  • Foster sales culture deeply aligned to and motivated by your company's strategy

Program content

The program emphasizes a combination of sales management goals, proven techniques, company success stories and role playing to raise participants conceptual understanding, practical skills and experiential learning in sales management. Participants finish the program by designing their own Sales Manager tool kit based on content spanning the 2-day session.

The Program is built around three key modules:

Managing Sales People

Establish an effective framework to manage sales people across the employment cycle.

  • Improve your ability to identify, interview and hire high potential sales candidates
  • Learn how to develop sales people in live coaching mode across the sales cycle
  • Understand how to assess sales competency gaps and identify appropriate training
  • Enhance skills in detecting, managing and exiting poor sales performers

Managing Sales Productivity

Understand and apply proven approaches to maximize personal and team productivity.

    • Master personal productivity with a focus on time management and calendar control
    • Maximize team productivity through sales team cadence and client engagement cycle
    • Working with your sales leader to maximize visibility, engagement and support
    • Sensing and addressing sales conflicts and cross-functional support needs
Fostering a Successful Sales Culture

Using a motivating cause to drive engagement and sustain commitment across the sales team.

    • Accessing and maintaining visibility on the evolving state of the business
    • Linking Sales team goals and values to corporate strategy and annual plan goals
    • Managing changes in sales priorities and commitments with the sales team
    • Translating corporate and sales strategy into specific team actions and milestones
    • Communicating and motivating the cause as core to success of the sales team

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.

Michael Cant

Michael Cant is CEO of Blast Group Inc., a strategy and technology advisory firm focused on enterprise performance management. Michael has over 25 years of experience in telecom and technology services in Canada, the United States, Europe and Asia. Prior to Blast, Michael led Sales Optimization and large-scale value creation projects for Bell Canada Enterprises. Michael also headed Global Marketing for CGI, where he led the transformation marketing and sales support functions and global delivery strategy. Michael is a Queen’s University alumni, with an Honours B.A. in Economics (1990). He has an MBA from the Ivey School of Business, Western University (1995) and a Diploma in International Business from the Stockholm School of Economics (1995).

David Priemer

From his early days tinkering with test tubes and differential equations as an award-winning scientist to leading top performing sales teams at high growth tech start-ups, David Priemer brings a lifelong passion for uncovering the hidden insights in the world around us, to his practice as the founder of Cerebral Selling. Often referred to as the "Sales Professor", David helps organizations supercharge revenue growth, people development, and culture by combining core principles of science, empathy, and execution. The result; an empowered organization of modern sellers who think like their customers, learn fast, and win! Previously David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.

David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto.

Gordon Stein

Gordon Stein is a Toronto-based keynote speaker, Toronto Star columnist and personal finance expert, who helps ordinary people use common sense techniques to ease their financial stress, so they can fully enjoy their professional and personal lives.

He is the author of the best-selling Cashflow Cookbook: $2 Million of Financial Freedom in 60 Easy Recipes. The book has been featured in the Toronto Star, the Globe and Mail, Bruce Sellery’s Moolala podcast, The Wolf of Bay Street radio show and The Personal Finance Show with Beau Humphries.

His mission is to improve financial literacy, tear down the taboos around money, and help Canadians build wealth and get out of debt. From new graduates to new parents to new retirees, Gordon combines his trademark wit and no-BS style to speak with employee groups, professional financial advisors and the media about simple tools for financial wellness.

In his earlier career, Gordon was a sales, marketing and operations executive at Dell, Rogers Communications and Apple. He also led the learning and development function at organizations including CNC Global (now Randstad) and Rogers.

He has been a featured presenter, facilitator and spokesperson for Apple and Rogers, and recently addressed the graduating Engineering class at his alma mater, Western University. He is also a lecturer and advisor at the Smith School of Business at Queen’s University.

Gordon is a Professional Engineer and has a degree in Mechanical Engineering from Western University, along with an MBA from the Rotman School of Business. He has also completed the Canadian Securities Course. He has volunteered with the Western Alumni Board, the Western Engineering Dean’s Advisory Council and the Crescent School Board of Governors. He is currently an advisor to the Smith School of Business Executive Education.

In his free time, Gordon is an aging downhill ski racer, keen sailor, fitness enthusiast and not-yet-great (ok, not even good) guitar player. His thoughts on personal finance can be found at cashflowcookbook.com.

Heather Tulk

Heather is an accomplished executive with over 20 years experience in sales, marketing, customer service and P&L management. Heather is also an experienced Board Director in corporate, Crown Corporation and not-for-profit settings.

Heather is currently President & CEO of Carlor Transformation. Carlor Transformation helps companies to take advantage of customer, technology and industry change to improve the performance of their business. Prior to this Heather held roles as Chief Customer Officer, Chief Commercial Officer and Chief Marketing Officer at some of Canada’s largest companies.

A true customer zealot and innovation expert, Heather is an award-winning leader of Canadian firsts in both consumer and business markets. Heather has received numerous awards and honours including being named to: Diversity 50 by the Canadian Board Diversity Council; Canada’s Most Powerful Women Top 100 through the Women’s Executive Network™; Canada’s Top 40 Under 40™; and the Leadership Foundation Fellowship program of the International Women’s Forum. Heather holds a Masters of Business Administration from Queen’s University and an Honours Bachelor of Commerce from Memorial University. Heather has completed the Directors Education Program of the Institute of Corporate directors and holds an ICD.D designation.

Heather is a Director of the Canadian Marketing Association and is Vice-Chair of the International Women’s Forum Toronto Chapter. Heather has been involved in many charitable and not-for-profit organizations, with a particular focus on mental health, distressed youth, and advancement of diversity, inclusion & belonging.

Katie Parks

Speak to a member of our team.
Call 1.888.393.2338 or
Monday to Friday. 8:30 am - 4:00 pm EST

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