Sales Leadership: Creating a high performing sales organization

Sales Leadership: Creating a high performing sales organization

This programme addresses the creation of a high performing organization at the strategic level, framed in the context of rapid change and higher levels of customer demands.

Programme dates: October 18 - 19, 2017


Sales leaders and their sales organizations are facing unprecedented levels of pressure and complexity both externally and internally to deliver high levels performance. Externally, increasingly global marketplaces, often disrupted by new technologies have resulted in ever higher customer demands. Internally, sales organizations require achieving tighter functional alignment, faster strategy execution and more effective sales processes.

The program will address the creation of a high performing organization at strategic level, framed in a context of rapid change and higher levels of customer demands. Starting from the design of a meaningful strategy, the program will tackle the challenge of seamless strategy execution. It will then look into the internal aspects of defining appropriate sales structures, and key areas of sales force management such as recruitment, development and retention of sales talent. 


This program is designed for individuals in sales leadership and management positions, including, but not limited to:

  • Head of Sales
  • Sales Director
  • National/ Regional Sales Manager
  • Director of Business Development

The program will also be of benefit to experienced sales professionals that may be transitioning to sales management positions. 


  • Tools to plan sales processes and strategies more effectively
  • Practical skills to enhance motivation, focus and behavioral change in sales people
  • Insights to strategically influence the boardroom to place sales at the center of the overall business strategy
  • Sharing of best practice on relevant topics and networking of like-minded professionals
  • Guidance on how to implement specific topics covered in the course back into your business. 

DAY 1. Leading sales strategies

The program on day 1 focuses on addressing the key challenges faced by the modern sales organization, and in re-defining sales strategies that are compelling and relevant to the customers. The creation of value with the customer is emphasized as well as selling internally to the organisation. Topics will include:

  • Key trends in sales organisations
  • Drivers in sales strategy development
  • Co-creating value with customers
  • Accelerating sales processes

DAY 2. Building a high-performance sales organisation

On day 2, the program emphasizes the creation of structures and processes to bring about enhanced individual performance, and overall, sales effectiveness. Thus, the approach taken is one that combines both the individual and the organizational dimensions of sales leadership. Topics will include:

  • Sales execution
  • Creating the context for a high performance sales force
  • Developing high performance
  • Measuring sales performance 

Javier Marcos BSc (Hons) MSc PhD is a senior faculty with 20 years of experience working in academia, consulting and multinational corporations. His main areas of teaching and research are Sales & Key Account Management and Management Education & Development. He is recognised for his innovative teaching and the proactive engagement with delegates and clients.

Javier is a fellow of the University of Cambridge Judge Business School where he headed up Custom Programmes in Executive Education. Formerly he was a Senior Lecturer in Sales Performance at the Centre for Strategic Marketing and Sales at Cranfield School of Management. He is also the Director of Learning for Performance, a consultancy practice offering customised management development, consulting and research services for sales effectiveness and organisational development.

He has designed and delivered programmes globally for clients such as Astra Zeneca, Barclays, SAP, Cap Gemini, Geodis-Wilson, GKN Aerospace, Pfizer, Rolls-Royce, Unilever and a number of small and medium sized businesses. His approach is one that blends leading edge research with practical methods that can be applied into the client’s business, contextualised to its markets and organizational structures.

Javier is the co-author of two books From Selling to Co-creating and Sales Management: Strategy, Principles and Practice, and numerous academic and practitioner-oriented articles. He has written more than a dozen thought leadership reports on topical issues of sales and customer management. He is a regular speaker at conferences and industry events.


890 EUR + VAT Early bird fee (if paid by September 18)
990 EUR + VAT Standard fee

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The programme is implemented in cooperation with



 The programme allows you to get valuable ideas for strategy improvement and sales force development.


Mihails Skoblovs
International Sales Manager, Biosan SIA


Really good programme; I would suggest it to other managers who would like to get some fresh business ideas.

Jüri Anepaio
Sales Manager, DeLaval OU






For additional programme information
please contact:


Santa Zeidaka
EMBA & Executive Education Recruitment Co-ordinator
Phone: +371 67015824 / +371 29682525