<img src="https://secure.leadforensics.com/146720.png" style="display:none;"> Sales Leadership and Management Programme - CMI Level 5

Sales Leadership and Management Programme - CMI Level 5

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Sales Leadership and Management Programme - CMI Level 5

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


CMI Level 5 Certificate in Leadership & Management - Optional


3 Day

Delivery Method and Price:

Virtual Classroom:


About Us

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. 


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 

*Please note that some of the materials and objectives may be subject to change depending on discussions, activities and needs of the cohort upon reflection of delegate responses to the pre-programme questionnaires.*

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​ 

CMI Level 5 Certificate in Management and Leadership 

Following completion of the Sales Leadership and Management Programme, learners can opt to continue their studies by completing a CMI Level 5 Certificate in Management and LeadershipThis qualification is designed for practising middle managers and leaders at operations, division, departmental or specialist level, who are typically accountable to a senior manager or business owner. 

Learners are required to complete two 3,500-4,000 word written assignments.  Units to be completed include: 

  • 501: Principles of Management and Leadership in an Organisation 
  • 502: Principles of Developing, Managing and Leading Individuals and Teams to Achieve Success 

Benefits of completing the qualification include: 

For learners:

  • Development of skills required to lead and manage individual teams. 
  • Provides a broader knowledge of skills to help individuals be more effective in specific management areas. 
  • Accredited management and leadership qualification and certificate on completion. 

For organisations: 

  • Deliver aims and objectives in line with wider organisational strategy. 
  • Gives a fully comprehensive bank of the skills and knowledge required to be a manager as part of an organisation 
  • Allows individuals to focus on the areas that are most appropriate for their role and organisation. 

Learners also receive: 

  • Targeted tutorials run by our CMI-qualified tutors, to help learners complete the assignment writing phase. 
  • Dedicated support from the Quality Assurance Team here at In Professional Development, including regular CMI learner drop-in sessions.  
  • Access to a wealth of CMI online learning resources through their Management Direct website. 

Please take a look at our CMI FAQs to find out more about how the qualification works. 

Nick Jerome

Nick Jerome


Nick Jerome is an Associate Consultant at InPD, specialising in Executive Coaching, Leadership, Management, Coaching and Mentoring, Marketing and Sales Skills.

Nick is an accredited coach and a Fellow of the Association of coaching as well as a Fellow of the Royal Society of Arts. An accomplished Consultant and Facilitator, with experience of working with leaders at all levels across a wide range of sectors, he also designs and delivers training in communications, presentation skills, soft skills, team effectiveness, coaching skills.

With a Diploma in Executive Coaching, a Post Graduate Diploma in Marketing from the Chartered Institute of Marketing (CIM), an MBA from Keele University and a Master of Arts: Coaching from Warwick, Nick was also a volunteer listener for the Samaritans and is one of our most experienced facilitators.

Beginning his career in sales and marketing management in the publishing and consultancy sectors in the early 90s, 10 years in Paris, Nick eventually came to Education, moving to London. After 5 years as a Senior Sales Consultant, he had an epiphany and discovered coaching, since which he has been an executive coach, and delivering leadership, management and coaching programmes at InPD, as well as international business schools such as EM Strasbourg Business School and EDHEC Business School. 

Nick is bilingual so can deliver in either French or English, and is our lead Sales Skills trainer at InPD.

Paul Walhlaus

Paul Walhlaus


Paul is a Business Transformation consultant with an outstanding record of achievement in supporting strategic business goals through the delivery of effective learning and development, organisation design and change management solutions. He has worked in many countries and across private, public and charity sectors, each time refining his strategies for helping organisations bring about lasting change. To date he has consulted in 60 plus organisations across 20+ sectors.

He works with passion and a co-operate style to ensure that what is delivered clearly benefits clients and becomes a sustainable part of the organisation's DNA. Paul's specialism's are culture change, realising financial benefits / ROI from large-scale change programmes, leadership development, internal consultancy skills and implementing coaching and mentoring schemes. Over the years Paul has designed and delivered an impressive range of experiential and immersive workshops and is widely acknowledged as a leading trainer and facilitator. 

Dominic France Lynch

Dominic France Lynch


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.

Liam Moran

Liam Moran


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. 

Our dedicated In-House Training team can work with you to create a tailored training course that creates an optimal learning experience. Our bespoke built training programmes are designed around your needs and allow you to meet the specific requirements of your business.

Click here to view our In-House Training services.

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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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