Proactive Sales Leadership: Growing Sales Through People and Pipeline Management
COURSE OVERVIEW
Leading a high-performing B2B sales organization requires more than setting sales targets. Sales Managers must be able to lead people, manage performance, coach effectively, and maintain a healthy sales pipeline to consistently deliver business results.
For Globe Telecom B2B Sales Managers, this means balancing two critical responsibilities: developing the capabilities of the sales team while maintaining visibility and control over opportunities, accounts, forecasts, and sales activities.
Proactive Sales Leadership: Growing Sales through People and Pipeline Management is a two-day program designed to strengthen the leadership, coaching, performance management, and pipeline management capabilities of B2B Sales Managers.
The program provides practical strategies for identifying performance barriers, managing individual and team performance, motivating different types of sales professionals, developing new sales representatives, conducting effective coaching and feedback conversations, and using pipeline information to make better sales decisions.
Participants will learn how to move from reactive sales management to proactive sales leadership—creating a culture where salespeople take greater ownership of their performance while managers provide the direction, coaching, accountability, and support needed to achieve sales excellence.
Duration: 2 days / 16 hours
Delivery Method: Classroom-based, Virtual Instructor Led Training
LEARNING OBJECTIVES
At the end of the program, participants will be able to:
· Apply proactive sales leadership principles to improve individual and team sales performance.
· Identify performance barriers and sales productivity gaps that prevent salespeople from reaching their potential.
· Monitor and manage sales activities and performance indicators to improve team results.
· Analyze the sales pipeline and identify risks, gaps, opportunities, and actions required to improve sales outcomes.
· Improve sales forecasting and pipeline visibility through disciplined opportunity and activity management.
· Set clear performance expectations and accountability standards for individual sales representatives and teams.
· Conduct effective sales coaching conversations that help salespeople identify solutions and take ownership of their development.
· Use constructive feedback to reinforce positive behaviors and address performance gaps.
· Adapt leadership and motivational approaches based on individual salespeople's behaviors, capabilities, and needs.
· Support newly hired sales representatives through structured onboarding, coaching, and performance development.
· Apply flexible and decisive leadership styles appropriate to different sales situations and team members.
· Develop a practical Sales Leadership Action Plan for strengthening people management, pipeline management, and overall sales performance.
TARGET PARTICIPANTS
This program is designed for:
· Globe Telecom B2B Sales Managers
· B2B Sales Leaders
· Territory Managers
· Area Managers
· District Managers
· Business Development Managers
· Key Account Sales Managers
· Sales Supervisors
· Professionals responsible for managing sales teams and sales performance
COURSE OUTLINE
DAY 1 – LEADING PEOPLE FOR SALES PERFORMANCE
· Module 1: The Proactive Sales Leader
o The evolving role of the B2B Sales Manager
o From sales supervisor to sales leader
o Balancing people management and sales management
o Characteristics of high-performing sales leaders
o Leadership vs. management
o Creating a performance-driven sales culture
o Leading with accountability and trust
o Common sales leadership challenges
§ Activity: Sales Leadership Self-Assessment
· Module 2: Understanding Sales Performance
o What drives sales performance?
o Individual vs. team performance
o Identifying performance gaps
o Common obstacles to sales excellence
o Capability, motivation, and opportunity
o Diagnosing the root cause of performance problems
o Identifying high performers and underperformers
o Creating targeted performance improvement strategies
§ Activity: Sales Performance Diagnostic Case
· Module 3: Managing and Motivating Different Salespeople
o Understanding individual sales behaviors
o Different salesperson profiles and working styles
o What motivates sales professionals?
o Intrinsic vs. extrinsic motivation
o Adapting management approaches to individual needs
o Building ownership and accountability
o Managing experienced vs. developing salespeople
o Maintaining motivation during challenging sales periods
§ Activity: Sales Team Motivation Mapping
· Module 4: Coaching for Sales Excellence
o Coaching vs. managing
o Creating a sales coaching culture
o The role of the Sales Manager as coach
o Identifying coaching opportunities
o Coaching based on performance data
o Asking effective coaching questions
o Helping salespeople identify their own solutions
o Creating individual development goals
o Conducting effective one-on-one coaching sessions
§ Activity: Sales Coaching Role Play
· Module 5: Feedback and Performance Conversations
o Feedback as a performance improvement tool
o Giving timely and constructive feedback
o Positive vs. corrective feedback
o Focusing on behaviors and results
o Handling defensive reactions
o Addressing underperformance
o Conducting difficult performance conversations
o Turning feedback into actionable development goals
§ Activity: Performance Feedback Simulation
· Module 6: Developing New Sales Representatives
o The Sales Manager's role in onboarding
o Setting expectations from day one
o Creating a structured onboarding approach
o Building product, market, and sales process knowledge
o Developing confidence and selling skills
o Early performance indicators
o Coaching new representatives toward productivity
o Establishing milestones and development checkpoints
§ Activity: 30-60-90 Day New Sales Representative Development Plan
DAY 2 – MANAGING THE PIPELINE FOR SALES RESULTS
· Module 7: Sales Pipeline Management
o Understanding the sales pipeline
o Pipeline stages and sales activities
o Pipeline health indicators
o Opportunity qualification
o Identifying stalled and aging opportunities
o Pipeline coverage and sales targets
o Managing opportunity movement
o Identifying pipeline gaps early
o Turning pipeline data into management actions
§ Activity: Pipeline Health Check
· Module 8: Sales Activity and Performance Management
o Managing activities vs. managing outcomes
o Identifying leading and lagging indicators
o Setting meaningful sales KPIs
o Monitoring individual performance
o Tracking prospecting, meetings, proposals, and conversions
o Identifying activity-to-result patterns
o Conducting effective sales performance reviews
o Using data to improve sales execution
§ Activity: Sales Performance Dashboard Exercise
· Module 9: Sales Forecasting and Opportunity Review
o The role of forecasting in sales management
o Building a reliable sales forecast
o Assessing opportunity probability
o Identifying forecast risks
o Distinguishing real opportunities from pipeline noise
o Conducting effective pipeline review meetings
o Challenging assumptions without micromanaging
o Making data-driven sales decisions
§ Activity: Sales Forecasting & Pipeline Review Simulation
· Module 10: Strategic Territory and Account Management
o Understanding territory performance
o Prioritizing accounts and opportunities
o Identifying growth potential
o Allocating sales resources effectively
o Managing strategic accounts
o Balancing short-term opportunities with long-term growth
o Identifying whitespace opportunities
o Aligning team activities with business priorities
§ Activity: Territory & Account Prioritization Exercise
· Module 11: Leading Sales Execution and Accountability
o Translating targets into actionable plans
o Establishing clear team expectations
o Creating accountability without micromanagement
o Managing sales meetings effectively
o Removing obstacles that prevent execution
o Recognizing and reinforcing high performance
o Addressing performance gaps quickly
o Creating a culture of continuous improvement
§ Activity: Sales Leadership Scenario Workshop
· Module 12: Building the High-Performance Sales Team
o Integrating people and pipeline management
o Creating a proactive sales management rhythm
o Coaching based on pipeline and performance data
o Developing salesperson ownership
o Building consistent sales habits
o Creating team-level development priorities
o Establishing performance review routines
o Sustaining sales excellence
§ Activity: Individual Sales Leadership Action Plan
CAPSTONE ACTIVITY: SALES LEADERSHIP SIMULATION
Participants will work through a realistic B2B sales management scenario involving:
· Team Performance Diagnosis → Pipeline Review → Opportunity Assessment → Forecasting → Coaching → Feedback → Motivation → Action Planning
Participants will be evaluated based on:
· Sales leadership approach
· Performance diagnosis
· Coaching skills
· Feedback effectiveness
· Motivation strategy
· Pipeline analysis
· Opportunity qualification
· Forecasting judgment
· Accountability practices
· Decision-making
· Quality of action plan
EXPECTED OUTCOMES
After completing the program, participants will be better equipped to lead and develop their salespeople, diagnose performance challenges, coach effectively, manage accountability, maintain a healthy sales pipeline, improve forecasting, and make better sales management decisions.
The ultimate goal is to develop proactive B2B Sales Leaders who can effectively manage both people and pipeline, creating a culture of ownership, continuous development, and consistent sales performance.
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