About the Course
Title:
Leading High-Performance Sales Teams
Class Size:
12 – 20 pax
Sales Leadership Mastery is designed to accelerate the development of high-performing sales leaders. Customised to address your organisation's specific sales challenges and culture.
This program equips managers with the mindset and coaching techniques needed to build and sustain consistently high-performing sales teams.
Lead Instructor
Dr. Soon Yik Mean
Dr. Soon Yik Mean is a seasoned leadership, learning, and organisational capability development practitioner with over 30 years of Asia-Pacific experience spanning business leadership, consulting, sales and marketing, talent development, and executive learning.
He has held senior national and regional leadership positions across Malaysia, Singapore, Indonesia, China, and Hong Kong — including roles as Deputy Managing Director at Mercuri International Asia and Chief Representative at Mercuri International Beijing.
Dr. Soon holds an MBA and PhD in Education, and is an HRDC Accredited Trainer. He is fluent in English, Mandarin, Cantonese, and Malay.
Program Overview
Module 1
THE MODERN SALES LEADER
Redefine the role of today's sales leader beyond targets and supervision. Understand what it takes to shift from sales manager to sales leader — and why that distinction separates average teams from exceptional ones.
Topics Covered
- The manager vs. leader mindset shift
- Sales leadership identity and purpose
- What high-performance sales cultures look like
Module 2
COACHING FOR SALES PERFORMANCE
The most effective sales leaders develop their people through coaching conversations that improve capability and results. Learn a proven coaching framework designed specifically for sales environments.
Topics Covered
- Coaching vs. directing: when to use which
- Structured sales coaching conversations
- Developing capability on the job
Module 3
MOTIVATING & ENGAGING SALES TEAMS
Motivation isn't one-size-fits-all. Learn how to create a team culture that inspires commitment, ownership, and discretionary effort — even under pressure.
Topics Covered
- Understanding individual motivators
- Building psychological safety and trust
- Recognition and engagement strategies
Module 4
PERFORMANCE MANAGEMENT & ACCOUNTABILITY
Drive consistent execution through clear expectations, honest feedback, and a culture of accountability that lifts the whole team.
Topics Covered
- Setting clear performance expectations
- Giving and receiving feedback effectively
- Holding accountability without damaging relationships
Module 5
DEVELOPING FUTURE SALES TALENT
Great sales leaders build the next generation. Learn how to identify, nurture, and retain high-potential sales professionals within your team.
Topics Covered
- Spotting and developing high-potential team members
- Creating individual development plans
- Retaining top talent through growth opportunities
Module 6
LEADERSHIP ACTION PLANNING
Translate learning into practical leadership actions for sustained team success. Leave with a clear, personalised plan you can implement immediately.
Topics Covered
- Identifying your top leadership priorities
- Building your 30-60-90 day action plan
- Accountability partnerships for sustained change
Redefine the role of today's sales leader beyond targets and supervision. Understand what it takes to shift from sales manager to sales leader — and why that distinction separates average teams from exceptional ones.