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
Is this the right fit for your team?
This is a strong fit if:
- You sell complex, high-value B2B solutions with long cycles and multiple decision makers
- You want training tailored to your organisation and market
- You have a team ready to learn and advance on live opportunities
- Leaders are willing to reinforce new habits afterwards
This is probably not for you if:
- You are selling low-value, transactional products at speed
- You are looking for the cheapest possible half-day event
- You have no capacity to reinforce the training once the workshop ends
- You are unwilling to involve your leaders
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 simulations.
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 Accelerator 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.
Our sales performance training methodology
Our methodology is designed to create targeted improvements across the four Sales Accelerators.
We provide practical frameworks and skills that your team can apply immediately to enhance their effectiveness at every stage of the sales process.
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:
- Run Effective Pipeline Reviews: Shifting from an interrogation to a strategic coaching session.
- Coach Live Deals: Helping sellers navigate challenges and identify the best path forward on active opportunities.
- Foster a Culture of Accountability: Creating an environment where high performance is the standard.
- 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.
- 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.
- 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.
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:
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.
Practical Approach
Our team consists of seasoned practitioners who actively engage in your sales processes, offering actionable advice rooted in real-world experience.
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.
Flexible workshop formats built around
your team
Every client is different, and so is every workshop. All workshops are delivered in the context of your team’s real-world challenges and delivered in-person or virtually.
1-Day Workshop
Get everyone equipped, aligned, and motivated by the core principles
- Practical frameworks, skills and tools
- Focus on real world application with hands-on practice and simulations
- Ideal for skill building and leadership alignment
- High-energy, high-impact
- 24/7 access to online learning platform with over 80 self-directed videos and associated tools
Best for teams who want immediate traction and a shared foundation
Based on a group of up to 20 people
2-Day Workshop
Go deeper, reinforce the learning, and build lasting internal capability
- Everything in the 1-day, with added depth and breadth
- Extended practice and feedback
- Dedicated role-plays and real-world scenarios
- Strong fit for team alignment and strategic resets
- 24/7 access to online learning platform with over 80 self-directed videos and associated tools
Best for teams ready to go beyond awareness and build lasting capability
Based on a group of up to 20 people
Virtual Workshop
The same value for distributed teams, without the travel
- Delivered across 4-6 live, instructor-led sessions
- Interactive, camera-on environment
- Breakout rooms for group activities
- Spaced learning with meaningful assignments between sessions
- 24/7 access to online learning platform with over 80 self-directed videos and associated tools
Best for distributed teams
Based on a group of up to 20 people
*Pricing varies based on team size, location, and any specific customisation.
Every engagement starts with a call to align on content areas and desired business outcomes.
What teams say after the training
"The Sales Coach Network don’t just deliver training; they’ve offered input on our strategy, internal processes and how we operate as a business. They are focused on driving a shift in the business, in whatever form that takes, and their approach is collaborative and consultative. Feedback from the programme so far has been excellent. I wouldn’t hesitate to recommend them to others."
A two-day intensive workshop designed and delivered for over 300 sales and delivery professionals at a global technology company, focused on real, live opportunities, with a custom methodology rolled out across all regions.
Case studies
Where we’ve done this before
"Designed and delivered for over 300 sales and delivery professionals, focused on real, live opportunities."
One client’s programme, from our technology provider case study.
Who delivers this?
Experienced practitioners, not presenters. The people leading your sessions have sold complex, high-value B2B deals, led sales teams, and built commercial functions of their own. They teach what they’ve done, not theory they’ve read.
That matters because your team can tell the difference.
Practitioners bring real examples, handle the hard questions in the room, and adapt the content to the deals your people are actually working. The result is training that sticks, because it comes from people who have 'carried a bag' and walked in their shoes.
FAQs about Sales Performance Training
You can expect to see changes in behaviour (lead indicators) almost immediately as your team begins to apply the new skills and frameworks. Measurable improvements in business outcomes (lag indicators), such as win rates and deal size, typically become evident within one to two sales cycles, as the newly skilled team works opportunities from creation to close.
Yes. Our methodology is designed to be adaptable. For new sellers, it provides a foundational structure for success. For experienced sellers, it introduces advanced techniques that challenge old habits and provide new perspectives on creating and capturing value, helping them move from being good to great.
We work with you to integrate our frameworks directly into your existing systems. This may involve creating templates in your CRM, building dashboards to track the new performance metrics, or aligning our language with your established sales process. The goal is to make the new ways of working a seamless part of your team’s daily workflow.
Talk to us about improving your team’s performance
Tell us which of the four drivers is holding you back, and we’ll show you how the training would target it.