...... developing people to develop RESULTS ........ in 2018

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personalised to the needs of each client and the roles of their sales managers

  • Delegates (4 to 8) spend 80% of course time making sales calls!  

a unique approach to sales management training - a 2 or 3 day residential course featuring "Lead In Your Pencil"

"The best of all the many Sales Management training courses I have attended, or witnessed, over the years.

Sales Management

Sales Management Modules

the following can be either included in a bespoke agenda or programme, or as stand-alone training sessions

  • an introduction to sales management

  • direction, control and discipline of salespeople

  • appraisal techniques

  • motivating salespeople

  • the principles of learning and training

  • the principles of field sales training

  • the sales meeting

  • effective use of time and time management

  • interviewing and selection techniques

  • leadership for sales managers - remote leadership

  • self analysis and self development

  • ESP - Experiential Salespeople Profiling

from £2,000 (two days, 6 delegates)

This open (or bespoke, minimum 6 delegates) course (see Millionaire) is ideal for sales managers because activities in the programme are all objectively measurable in terms of profit and are competitive! And individual delegates aim to earn a million!

ESP is a very effective tool for sales managers / sales trainers because it makes the "dreaded" on-the-job appraisal and coaching FUN. Trainers receive a copy of The ESP Guide (see Books) personalised to their salespeoples' roles.

the fee structure for a modular programme is £1,250 for one day (6 delegates) and £750 for extra days

"FIELD Sales Training" - delegates train each other !

I learned more from practising the principles 'on the job' than I ever did from lectures on the theories, or even role play."

Mark Lunam, at the time a newly appointed Area Sales Manager, now Sales Training Manager, Mölnlycke Health Care.

  • Teams change for each session 

  • “Customers” are played by tutors and, ideally, client managers / trainers.

  • In teams of two (playing salesperson and trainer) they travel, outside the training base, to keep a “journey plan” of appointments. 

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