Excellence in Sales Leadership

Develop Sales Leaders Who Set the PACE and Drive Results

This newly redesigned training program empowers leaders with the strategies and tactics to transform their leadership style, inspire their teams, and drive growth. Equip leaders with proven best practices to build a strong talent pool, optimize team performance, and increase bottom-line impact. Deploy our proven models, methods, and tools to understand leadership performance gaps, create personalized development plans, and discover critical elements of a high-performing culture. Learn strategies and tactics to create an environment for success, motivate sales professionals, foster professional development, and deliver results. Discover how to break through performance barriers using our proprietary problem-solving model and give prescriptive, actionable feedback. Create a common leadership language and structured development process that drives alignment towards business goals and elevates the professionalism of the sales organization.

Our proprietary models and straightforward frameworks allow client-specific customization while retaining the integrity of our proven content. Excellence in Sales Leadership is instructor-led and can be delivered live onsite, live virtually, or in blended sessions. This program includes quarterly follow-up training, development, and reinforcement with Carew Facilitators. Regardless of the delivery method, Carew facilitators create magic in the classroom by leveraging a variety of engaging learning strategies and modalities to educate, motivate and inspire. Participants receive highly relevant, immediately usable, and memorable training that profoundly impacts their skills, attitude, relationships, and success.

What You’ll Learn

leadership training in business

Creating an Environment for Sales Success

Learn the components of job performance that sales leaders can leverage to support and accelerate the success and advancement of the sales professionals on their team. Understand the psychology behind the importance of creating the right environment and where to focus your leadership time and effort. Content and materials are customized to reflect each client’s vision, mission, and operational objectives.

leadership training in business

Building Team Engagement

Understand the psychological contract that exists between companies and their employees and the sales leader’s role in optimizing that relationship within their teams. Explore the key drivers of individual motivation and the importance of clear standards and expectations. Learn a powerful problem-solving model that engages team members in problem identification and solution development. Participants profile their own temperament/talent style and those of their sales team to effectively communicate, motivate, and deploy them based on individual and group characteristics.

leadership training in business

Assessing Performance & Implementing Development Strategies

Learn about the Performance Continuum as an assessment and developmental planning tool. Understand the appropriate leadership role at each phase. Identify the knowledge, skill, attributes, and contributions across job families specific to your organization. Map team members and explore potential succession patterns based on performance. Learn to diagnose ability and willingness to perform against expectations. Craft development plans to spur performance improvement and accelerate progression. Acquire an essential time management tool to determine where to invest developmental time with team members for the greatest productivity return.

leadership training in business

Leadership Strategies for Development & Performance Improvement

Identify effective feedback styles and guidelines along the Performance Continuum. Understand the variables that impact how coaching is received. Learn proven communication models for delivering performance feedback, coaching, collaborating, and counseling for continuous improvement. Master delivering specific, prescriptive, and actionable feedback focused on the behaviors required to achieve desired outcomes.

leadership training in business

Capstone Role-play: Leadership Results Through Planning

Participants apply the Carew Excellence in Sales Leadership concepts and models to their current sales teams through customized role-plays. In addition, attendees profile two sales professionals on their team, develop individual action plans using SMART feedback, and practice delivery using the appropriate feedback model. Present to workshop participants and receive peer and instructor feedback.

expanding knowledge icon

Program Benefits

Increased revenue and profit
Increased sales productivity
Common language, process
Sales team retention, growth
Improved talent acquisition
Increased organization alignment
Increased professionalism

learning ideas icon

Program Highlights

Client-specific customization
Proprietary process models
Capstone role-play & feedback
Videotaped skills practice
Energy, interaction, fun
Participant Certification

instructor icon


Personalized Smart Room
Online LMS
Thought Leadership
Alumni Community Forums

expanding knowledge icon

Who Should Attend

Graduates of DPS®, APS®, & TSR
New and Emerging Sales Leaders
Experienced Leaders to Elevate Skills
learning ideas icon

Delivery Options

Live Onsite Instructor-led
Live Virtual Instructor-led
Custom Onsite/Virtual Blend
Train-the-Trainer Certification

instructor icon

Program Duration

Onsite: 2.0 days
Virtual: 5.0 days | One 3.0 hr. sessions/day