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Quest Training

Sales Leadership & Sales Leader Certification Preparation Training Course

Readies new and experienced sales leaders to lead high-performing teams, manage commercial performance and drive revenue growth, with certification preparation.

SS · Sales Strategy & Sales Performance ManagementAll Levels#2579ClassroomEnglish , Arabic
Duration
5 Days
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Free substitution at any time · 30+ days' notice: full refund minus 10%. Cancellation policy

Sectors:Sales, Marketing & Customer ExperienceCategories:Sales Strategy & Sales Performance Management

Course Overview

This advanced programme is designed for sales professionals moving into leadership roles and experienced sales leaders seeking to strengthen their ability to lead high-performing sales teams, manage commercial performance, and drive sustainable revenue growth. It combines strategic sales leadership with practical management tools and certification-oriented preparation. The course focuses on the core capabilities required of effective sales leaders, including sales strategy, team performance management, coaching, pipeline governance, forecasting, target management, territory planning, key account development, performance analytics, and commercial decision-making. Participants will work with practical sales leadership frameworks to diagnose performance gaps, improve sales execution, develop individual and team capabilities, and align sales activity with broader business objectives. The programme also addresses the competencies commonly assessed within professional sales leadership certification pathways. Through applied exercises, leadership scenarios, performance analysis, coaching simulations, and a final integrated assessment, participants will develop a structured approach to leading sales teams and preparing for sales leader certification requirements.

Learning Objectives

  • Analyse the responsibilities and competencies of modern sales leaders.
  • Develop sales strategies aligned with organisational revenue and growth objectives.
  • Design effective sales targets, territories, quotas, and performance priorities.
  • Evaluate sales team structures, capabilities, productivity, and performance gaps.
  • Apply structured sales coaching and performance development techniques.
  • Strengthen pipeline management, opportunity governance, and sales forecasting.
  • Use sales metrics and performance analytics to support commercial decisions.
  • Develop strategies for improving conversion, win rates, revenue, and profitability.
  • Manage sales performance through structured reviews, accountability, and corrective actions.
  • Strengthen leadership communication, motivation, delegation, and decision-making.
  • Apply professional sales leadership frameworks relevant to certification preparation.
  • Prepare for sales leader certification assessments through structured practice and applied case analysis.

Who Should Attend

This programme is designed for Sales Managers, Sales Leaders, Sales Directors, Regional Sales Managers, Business Development Managers, Commercial Managers, Account Management Leaders, and professionals preparing to transition into sales leadership positions. It is also suitable for experienced sales professionals responsible for team performance, revenue growth, strategic accounts, sales operations, forecasting, or commercial planning. The programme is particularly relevant to organisations seeking to strengthen sales leadership capability, improve sales execution, establish stronger performance management practices, and prepare high-potential sales professionals for recognised leadership-level certification pathways.

Learning Outcomes

  • Assess sales leadership effectiveness using structured performance criteria.
  • Build sales strategies connected to revenue, market, and business priorities.
  • Develop practical sales plans covering targets, territories, resources, and execution.
  • Diagnose individual and team performance using sales data and behavioural indicators.
  • Conduct effective sales coaching and development conversations.
  • Manage pipelines through qualification, prioritisation, stage governance, and opportunity reviews.
  • Produce more reliable sales forecasts using structured forecasting methods.
  • Interpret sales KPIs and identify the operational causes of performance gaps.
  • Implement corrective actions to improve sales productivity and commercial outcomes.
  • Lead performance reviews using measurable objectives, accountability, and follow-up.
  • Apply leadership principles to motivation, delegation, communication, and team development.
  • Demonstrate certification readiness through case-based assessment and sales leadership scenarios.

Course Outline

Day 1

Strategic Sales Leadership & Commercial Direction

  • The evolving role of the modern sales leader
  • Sales leadership versus sales management
  • Linking sales strategy with organisational strategy
  • Revenue growth, profitability, market expansion, and customer value
  • Sales organisation structures and leadership responsibilities
  • Market segmentation and sales prioritisation
  • Target setting and commercial objectives
  • Territory and resource allocation
  • Sales leadership decision-making frameworks
  • Practical Application: Develop a strategic sales leadership framework for a selected business environment
Day 2

Sales Team Performance, Coaching & Leadership

  • Building high-performing sales teams
  • Sales competency and capability assessment
  • Performance gap diagnosis
  • Individual performance management
  • Sales coaching frameworks and coaching conversations
  • Motivation, accountability, and engagement
  • Delegation and responsibility management
  • Managing underperformance
  • Developing high-potential sales professionals
  • Practical Application: Conduct a sales performance diagnosis and create an individual coaching plan
Day 3

Pipeline Management, Forecasting & Sales Performance

  • Sales pipeline architecture and governance
  • Opportunity qualification and prioritisation
  • Pipeline health indicators
  • Sales stage management and deal progression
  • Forecasting methodologies and forecast accuracy
  • Revenue forecasting and probability assessment
  • Sales activity and productivity metrics
  • Conversion rates, win rates, cycle time, and revenue performance
  • Identifying pipeline risks and corrective actions
  • Practical Application: Analyse a sales pipeline, identify risks, and prepare a management forecast
Day 4

Sales Execution, Key Accounts & Commercial Growth

  • Driving sales execution against strategic priorities
  • Key account and strategic customer development
  • Account growth and cross-selling opportunities
  • Territory performance optimisation
  • Sales productivity and resource allocation
  • Competitive positioning and commercial differentiation
  • Managing complex opportunities and major deals
  • Pricing, margin, and value considerations
  • Sales and marketing alignment
  • Practical Application: Build a sales growth plan for a strategic territory or key account portfolio
Day 5

Sales Leadership Certification Preparation & Integrated Assessment

  • Core sales leadership competency review
  • Leadership scenarios and decision-making cases
  • Sales strategy and performance management assessment
  • Pipeline, forecasting, and KPI interpretation exercises
  • Coaching and people leadership scenarios
  • Commercial case analysis
  • Certification-style questions and applied assessment techniques
  • Common assessment challenges and preparation strategies
  • Personal sales leadership development priorities
  • Final Workshop: Complete an integrated Sales Leadership Case covering strategy, team performance, coaching, pipeline management, forecasting, commercial growth, KPIs, leadership decisions, and certification-style assessment

Upcoming Dates

Selected date

Paris · 6 – 10 Sept 2027 · Classroom

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CityDatesPrice per ParticipantEarly Bird
BarcelonaScheduled
2 – 6 Nov 2026€5,400—
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CairoScheduled
9 – 13 Nov 2026€3,300—
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CasablancaScheduled
16 – 20 Nov 2026€4,300—
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DammamScheduled
23 – 27 Nov 2026€4,200—
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DohaScheduled
30 Nov – 4 Dec 2026€4,400€3,960until 9 Nov
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DubaiScheduled
6 – 10 Dec 2026€4,400€3,960until 16 Nov
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GenevaScheduled
7 – 11 Dec 2026€6,300€5,670until 16 Nov
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IstanbulScheduled
14 – 18 Dec 2026€4,700€4,230until 23 Nov
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Kuala LumpurScheduled
21 – 25 Dec 2026€4,400€3,960until 30 Nov
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LisbonScheduled
28 Dec 2026 – 1 Jan 2027€5,400€4,860until 7 Dec
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LondonScheduled
4 – 8 Jan 2027€5,600€5,040until 14 Dec
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MadinahScheduled
11 – 15 Jan 2027€4,200€3,780until 21 Dec
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MadridScheduled
11 – 15 Jan 2027€5,400€4,860until 21 Dec
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MakkahScheduled
18 – 22 Jan 2027€4,200€3,780until 28 Dec
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ManamaScheduled
25 – 29 Jan 2027€4,700€4,230until 4 Jan
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MarbellaScheduled
1 – 5 Feb 2027€5,400€4,860until 11 Jan
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MilanScheduled
8 – 12 Feb 2027€6,000€5,400until 18 Jan
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MunichScheduled
15 – 19 Feb 2027€5,400€4,860until 25 Jan
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MuscatScheduled
22 – 26 Feb 2027€5,300€4,770until 1 Feb
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OnlineScheduled
28 Feb – 4 Mar 2027€1,700€1,530until 8 Feb
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ParisScheduled
1 – 5 Mar 2027€5,700€5,130until 8 Feb
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RabatScheduled
8 – 12 Mar 2027€4,300€3,870until 15 Feb
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RiyadhScheduled
15 – 19 Mar 2027€4,200€3,780until 22 Feb
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RomeScheduled
22 – 26 Mar 2027€5,800€5,220until 1 Mar
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SalalahScheduled
29 Mar – 2 Apr 2027€5,300€4,770until 8 Mar
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Sharm El-SheikhScheduled
5 – 9 Apr 2027€4,300€3,870until 15 Mar
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ViennaScheduled
12 – 16 Apr 2027€5,700€5,130until 22 Mar
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AmmanScheduled
18 – 22 Apr 2027€3,100€2,790until 29 Mar
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AmsterdamScheduled
19 – 23 Apr 2027€5,400€4,860until 29 Mar
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BakuScheduled
26 – 30 Apr 2027€4,800€4,320until 5 Apr
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ParisScheduled
6 – 10 Sept 2027€5,700€5,130until 16 Aug
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Available in: Istanbul · Dubai · London · Riyadh · Doha · Amsterdam

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