Masterclass: Developing Sales Talent (19 & 21 October)

Learn how to identify and nurture critical sales talent on your team and yourself. 

An online masterclass in two sessions led by Paul Kenny (Founder, Ocean Learning).

Course Description

Delivering consistent sales performances can be a mercurial task. So many factors both internal and external affect the sales results that you and your team produce. From Prospecting and Lead Generation to Closing and Managing the ongoing customer experience there are so many moving parts within the sales process that it can be difficult to decide where and how a sales team can improve.

In this workshop we will explore how to identify your Critical Sales Activities at any given time and how to assess how effectively you are delivering them. We encourage participants in the workshop to bring some of their own sales performance data and cases to the workshop to work on.

We will also look at how you can practically intervene to develop sales skills through a combination of coaching, training, performance incentives and communication strategies.

The workshop will involve some pre work,(questionnaires and casework preparation) so that we can focus on the issues that are of most value to the group.

What will you learn?

  • Discover how to identify and weight your Critical Sales Activities 
  • Learn how to map sales capabilities in a useful and practical way 
  • Learn how to decide which sales capabilities require your focus at any time. 
  • Discover the Sales Coaching strategies that make a real difference both to capability and confidence 
  • Learn how to create a never ending flow of sales development activities that can be used across the range from your newest to your most experienced sales people.  

Who should attend?

CEOs, CMOs, CROs, VP Sales, Sales Directors, Business Development, Founders and high performing sales teams. 


Session One (2 hours)19 October 202111:00 – 14:00 EST / 16:00 – 18:00 BST
Session Two (2 hours)21 October 202111:00 – 14:00 EST / 16:00 – 18:00 BST

Course Format

This online course runs over two 2 hour online sessions with a maximum number of 24 participants.

Masterclass Leader

Paul Kenny

paul kenny
Paul Kenny

Paul Kenny has been developing salespeople for over 30 years. He set up his first training company largely out of frustration at not being able to find the right training for his own sales teams, training that was immediately useful and would stick. 

Paul has trained salespeople in Media, Technology, Medical, Engineering, Education and Professional services sectors. He helped to train the sales teams at Redgate Software and Stack Overflow during their early growth phase. Paul continues to work directly with frontline sales teams and their managers, and has developed over a hundred bespoke training and development initiatives for sales teams globally.