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CMI Level 5 - Sales Leadership and Management Programme

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CMI Level 5 - Sales Leadership and Management Programme

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. 

Course Summary

Qualification:

CMI Level 5 – Sales Leadership and Management Programme awards the Level 5 Certificate in Leadership and Management


Duration:

3 Day


Delivery Method and Price:

Virtual Classroom:
£1,450

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About the Programme

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. 

Benefits 

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 
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

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​ 

The CMI Level 5 Certificate in Management and Leadership  

Assessment  

The CMI Level 5 Certificate in Management and Leadership is designed to develop the skills needed to lead and manage individuals and teams, providing a broader knowledge of skills to help you to be more effective in specific management areas.  

You will be required to take the theory, thought leadership and research discussed on the programme, and implement it in your professional life by focusing on your own leadership development. 

Delegates will be required to complete two 3,500 – 4,000-word written assignments that require taught theory to be applied to the organisational context: 

  • 501: Principles of Management and Leadership in an Organisational Unit 714: Personal and Professional Development for Strategic Leaders 
  • 502: Principles of Developing, Managing and Leading Individuals and Teams to Achieve Success   

 Support 

As part of your course fee, you are given unlimited access to post-classroom tutorials. These are organised monthly and run by CMI-qualified tutors to help guide learners through the assignment writing phase. 

Liam Moran

Liam Moran

Tutor

Liam is a highly experienced and versatile Learning and Development consultant, trainer and coach. He brings over 25 years multi-industry expertise, both as a leader and manager himself and subsequently as a developer and deliverer of effective blended learning programs for all levels, including C-suite. Liam brings credibility and gravitas to the learning process, building excellent rapport and productive relationships. He is also an experienced interim manager and speaker at conferences and seminars. 


Nick Jerome

Nick Jerome

Tutor

After working in sales and marketing management in the publishing and consultancy sectors, Nick had an epiphany and discovered coaching.​

He has for several years been an executive coach, and facilitates leadership, management and coaching programmes.​

Nick has an MBA, and a Masters in Coaching from Warwick University. He can also facilitate and coach in French. He’s a Fellow of the Royal Society of Arts and a member of the Association for Coaching


Dominic France Lynch

Dominic France Lynch

Tutor

Dominic is a career business development professional. He draws on 30 years’ experience working in high-value business-to-business development environments. During this time he has successfully won, negotiated and implemented several multi-million dollar deals. His roles have included new business development, key account management, sales leadership and sales operations director.  

In 2001, Dominic moved into commercial skills training. He has successfully sold, designed and delivered commercial skills training across a broad range of markets including IT, telecoms, manufacturing, aerospace and defence, healthcare and professional services.  

His value to clients lies in his practical sales experience, which allows him to translate best practice theory into practical solutions that work. His areas of expertise include sales process consultative sales, negotiation, bid management, strategic sales and key account management.  

Dominic’s strength as a facilitator lies in his ability to relate to an audience. Through personal experience, he understands the complexity of large deals and how challenging it can be to both win and negotiate a successful outcome. He has worked extensively in Europe, USA and Asia – delivering training, facilitating senior team events, coaching and speaking at seminars.


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Is this course right for you?

  • 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

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