Sales Performance Training
Effective sales performance training moves beyond theory to focus on one thing: delivering measurable results. It is a data-driven approach designed to improve the specific sales metrics that have the greatest impact on revenue.
If your team is busy but not consistently hitting targets, it is time to focus on improving performance, not just activity.
Our programmes are built to create a material uplift in your team's effectiveness. We identify the key levers that drive your sales engine and provide targeted training to optimise them. This focus on outcomes is a fundamental part of our overall Sales Training philosophy. We equip your team with the skills and processes needed to shorten sales cycles, increase deal size, and improve win rates.
Some of the world's biggest B2B brands have benefitted from working with our team
We don’t just offer standard programmes.
We deliver sales training that works.
You’ll benefit from programmes built on the mindsets, skills and tools used by leading professionals in value-based selling. Our focus isn’t just on ‘what’ to do, we show ‘how’ to do it with practical silmulations.
All programmes can be delivered in formats that fit your team’s needs and can be blended for maximum effect:
In-person workshop sessions for high-impact learning
Remote instructor-led training for global teams
Client specific video programmes hosted in client LMS
Beyond Activity: What really drives sales performance?
Many sales teams are trapped in a cycle of activity. They focus on the number of calls made or emails sent, but these metrics often fail to correlate with results. To truly understand and improve performance, you must look at the factors that directly generate revenue. The most effective way to measure this is through Sales Velocity.
Our Sales Acellerator formula encapsulates the effectiveness and efficiency of your sales process. It is calculated by looking at four key drivers:
Number of Deals:
How many opportunities are in the pipeline at any given time.
Win Rate:
The percentage of opportunities that you win.
Average Deal Value:
The average size of a deal when you win.
Sales Cycle Length:
The average time it takes to close a deal.
Research shows that a small, 5% improvement in each of these four components can have a significant compound effect on your overall revenue, driving an increase of 22%.
Our sales performance training is structured to improve each of these levers.
Increasing the Number of Deals (Pipeline Creation)
A healthy pipeline is the foundation of consistent performance. We teach your team how to proactively originate new business with target clients by being focused, relevant, and bringing valuable insights. Our B2B sales training provides structured techniques for prospecting that fill the pipeline with qualified opportunities, not just leads.
Improving Win Rates (Better Qualification and Differentiation)
Winning more often comes down to better qualification and clearer differentiation. We introduce rigour into your qualification process to ensure sellers are spending their time on deals they can win. Our sales skills training also provides frameworks that help your team differentiate your solution in a way that is meaningful to the client, moving beyond features to focus on outcomes.
Increasing Average Deal Value (Value Creation)
The best sellers consistently win larger deals because they are masters at uncovering and building value. Our training focuses on value-based consultative selling, equipping your team with the skills to explore client needs more deeply than competitors. They learn to build compelling business cases that justify a higher investment. Our sales training techniques shift conversations from cost to measurable impact.
Shortening the Sales Cycle (Managing Deals)
Long sales cycles drain resources and introduce risk. We teach sellers how to maintain momentum by identifying and securing the "Next Logical Decision" in every client interaction. Effective deal management, stakeholder engagement, and proactive objection handling are key skills. This is heavily supported by our sales manager training, which empowers leaders to coach deals forward.
The role of sales leadership in driving performance
Sustainable sales performance improvement is always leader-led. A training event will have little long-term impact unless managers are equipped and committed to coaching and reinforcing the new behaviours. Sales leaders are the key to turning good intentions into consistent execution.
Our sales leadership training provides the tools and frameworks your managers need to:
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Run Effective Pipeline Reviews: Shifting from an interrogation to a strategic coaching session.
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Coach Live Deals: Helping sellers navigate challenges and identify the best path forward on active opportunities.
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Foster a Culture of Accountability: Creating an environment where high performance is the standard.
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Establish a "Revenue Rhythm": Implementing a consistent cadence of management and review that embeds new ways of working.
How we measure sales performance improvement
We believe that what gets measured gets done. Our approach is grounded in tracking the metrics that matter.
​We work with you to establish clear lead and lag indicators to measure the impact of the training over time.
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Lead Indicators: These are early-stage metrics that track changes in behaviour. They prove that the new skills are being adopted. Examples include the adoption of new tools, evidence of different approaches in discovery calls, or the quality of account plans.
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Lag Indicators: These are the outcome metrics that track business results. We focus on the four Sales Velocity drivers: win rate, deal size, pipeline volume, and sales cycle length.
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This focus on measurement ensures our programmes are accountable and deliver a clear return on investment.
Traditional Providers vs. The Sales Coach Network
Choosing the right partner for your needs is crucial. Here's how we stand out:
​Traditional Training Providers​
Narrow approach
Focus primarily on training
Offer a broad range of services, often with limited specialisation in sales performance
Provide standard offerings with inflexible tools
Deliver generic content by trainers
The Sales Coach Network
Holistic approach
Focuses on business outcomes and embedding change
Specialises exclusively in sales performance improvement
Develops bespoke programmes and tools based on detailed needs analysis
Delivers change by practitioners with real-world experience
Why partner with The Sales Coach Network?
Led by industry expert Les Bailey, our team of real-world sales practitioners helps sales professionals win more deals, faster.
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Practical Approach
Our team consists of seasoned practitioners who actively engage in your sales processes, offering actionable advice rooted in real-world experience.
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Experienced Team
Our experts combine extensive industry knowledge with proven techniques, ensuring your team is equipped to tackle real-world challenges.
Customised Solutions
We collaborate with you to co-create programmes that seamlessly integrate into your sales culture, driving meaningful and lasting change.​
A Holistic View: The Sales Ecosystem
Isolated training can only achieve so much. True sales performance comes from optimising the entire sales ecosystem. This framework includes all the factors that contribute to sales success, from leadership and management to daily ways of working and client conversations.
Our sales performance training is designed as an intervention that considers this entire ecosystem. We work to ensure that every component - leadership, management, enablement, and ways of working - is aligned to support and drive the desired performance outcomes. This holistic view ensures that the improvements are not only achieved but are also sustainable.
