Introduction
Enterprise sales require disciplined management, strategic leadership, and strong coordination across people, processes, and customers. Leaders in this environment must guide teams through complex sales cycles, support major account development, and maintain performance over time. Enterprise Sales Management and Leadership is designed to help participants build practical management and leadership knowledge for overseeing enterprise sales activity and driving commercial results in demanding business environments.
Course Objectives
- Understand the leadership responsibilities in enterprise sales environments
- Build awareness of team management and sales performance drivers
- Learn how to support complex deals and major account growth
- Strengthen understanding of planning, coaching, and pipeline visibility
- Improve confidence in leading enterprise sales teams effectively
- Apply enterprise sales leadership concepts in business practice
Target Audience
- Sales managers and team leaders
- Senior sales professionals moving into leadership roles
- Business development leaders overseeing complex sales teams
- Entrepreneurs managing high-value sales operations
- Commercial managers responsible for major accounts and performance
- Advanced professionals seeking enterprise sales leadership skills
Course Outline
- 5 Sections
- 0 Lessons
- 5 Days
Expand all sectionsCollapse all sections
- Day 1: Introduction to Enterprise Sales Leadership• What makes enterprise sales management different
• Leadership responsibilities in complex sales environments
• Role of strategy, structure, and accountability
• Common challenges in leading enterprise sales teams
• Practical session: Identifying leadership priorities in enterprise sales0 - Day 2: Managing Teams, Roles, and Performance• Defining team responsibilities and expectations
• Supporting alignment between sales roles and customer needs
• Setting performance goals and reviewing progress
• Building discipline through routines and visibility
• Workshop: Reviewing a sales team performance structure0 - Day 3: Coaching for Complex Deal Success• Helping teams manage longer sales cycles
• Coaching opportunity strategy and stakeholder engagement
• Supporting better qualification and decision-making
• Strengthening confidence through structured feedback
• Practical activity: Coaching a complex sales opportunity0 - Day 4: Pipeline, Accounts, and Commercial Planning• Managing pipeline visibility and forecast confidence
• Aligning account priorities with business goals
• Supporting resource planning and major deal focus
• Responding to risk, delay, and performance gaps
• Case study: Reviewing an enterprise sales management challenge0 - Day 5: Applying Sales Leadership in Practice• Building a culture of accountability and continuous improvement
• Avoiding common leadership mistakes in enterprise sales
• Strengthening team performance through better management habits
• Supporting sustainable commercial growth through leadership
• Final exercise: Creating an enterprise sales leadership plan0
Instructor
Lessons:
