Successful Sales Leadership Techniques

Course Information

1 Day Course

Time: 9am – 5pm


Course Introduction

This course is designed to help Sales Leaders lead a successful sales team. This is a One-Day course that equips the Sales Leader to lead a winning Sales Team.

Learning Outcome

The participants will have a good understanding of the roles, responsibilities and expectations of the Management as well as the Sales Team of a Sales Leader. Sales Leadership starts from within and carries through actions for results. It is a holistic approach with practical skills to lead, motivate, recruit, conduct effective sales meeting, coaching and mentoring sessions. The end result is a Winning Team!

Course Outlines

Topic 1: What does a Sales Leader’s role entail?

The role is a leader in addition to a manager.

Learn how to lead, motivate, recruit, conduct sales cadence, coach and mentor for peak results.

Topic 2: Leadership

Recognise the roles and responsibilities to manage the expectations of key stakeholders and the Sales Team.

Learn how to be a good role model, set clear direction, key performance indicators and monitoring mechanisms as well as impart sustainably self-motivation to the Team

Topic 3: Recruitment

Conduct resume analysis of candidates.

Prepare sharp interview questions to select the high potential ones.

Identify red flags early.

Topic 4: Sales Cadence

Draw out key essential information for sales cadence

Exercise discipline and time management of sales cadence 

Topic 5: Coaching and Mentoring

Be able to differentiate between coaching and mentoring.

Understand how to apply coaching and mentoring techniques to drive success.

Trainer's Profile

Ms. Christina Tan

Christina Tan has been a sales professional for more than 25 years, with 10 years of sales management experience. She has diverse exposure as Sales and Business Development Director, Product Manager and Consultant spanning across world class multi-national companies, local multi-nationals, SMEs and government trade agencies.

Applying a successful proven methodology, Christina acquired close to 100 clients including Fortune 500 clients, government agencies and local large and medium enterprises. These customers include real estate, healthcare, home team, education, telecommunication and manufacturing sectors. She had contributed in contracts of over $100m and sustainable pipeline of multi-million-dollar for key accounts 3 years ahead. She created legacy deals for pioneering world class technologies, breaking into green field markets from scratch to million-dollar markets.  In her consulting role with Singapore trade agencies, she had assisted SMEs in business, productivity and quality improvement national programme committees and winning Star Awards.

In her management role, Christina has systematically trained sales teams on effective communication with customers, networking techniques to increase business contacts and sales pipelines, rapid rapport-building to create connections, consultative and insightful selling and building lasting customer and partner relationships. Christina sets high training standards in customer service, advocating impactful personal branding and image, tactful phone conversation and phone etiquette. In addition, sales teams will acquire skills in the management of challenging customers, conducting of professional customer meeting and impressive presentation skills. 

Christina guides sales team on how to formulate strategic partnership for multiplier effects for business optimisation. Other critical skill sets like time optimisation, counteracting objections, sales closure and cycle management are what Christina has successfully proven through her sales career and training of her team.

Christina has a balanced blend of both hard and soft skills. She graduated with Bachelor of Engineering in Electrical and Electronics (2nd Class Honours) from Nanyang Technological University and was awarded Graduate Diploma in Marketing (Silver Medal Award) from the Marketing Institute of Singapore. She was also top achiever in Integrated Productivity Improvement KAIZEN Course organized by Asian Productivity Organisation conducted in Japan.

Companies that she had worked in included SMEs, MTI Agencies now Enterprise Singapore, MNCs (Dimension Data, Equinix, IBM) and large GLC (ST Engineering). Her vast exposure provides good understanding of business contexts to contribute to the sales force across key sectors.

To date, she has trained and coached hundreds of entrepreneurs, Sales Leaders and Professionals, ranging from financial services, IT, direct sales, education, manufacturing, sustainability, healthtech and other key industries to achieve increased sales results. These include Gojek, MeshBio, Financial Alliance, Prudential, NTUC Club and others.

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