Faculty of Social Sciences

Sagicor Cave Hill School of Business and Management

Executive Education

Leading the Sales Force for High-Impact Results

Registration is Open

Mobilising the Sales Force: Leading the Funnel to Faster Wins

The sales landscape has changed. Buyers are more informed, sales cycles are longer and more complex, and competitive advantage now depends on a leader’s ability to orchestrate people, processes, and technology into one powerful engine of growth. Mobilising the Sales Force is designed to transform senior sales leaders into strategic architects of high-performing sales organisations, equipped with the insight, discipline, and leadership rhythm to deliver sustained, profitable growth.

This is not generic leadership training; it is a deep dive into the science and art of building sales excellence. You will learn how to translate bold growth strategies into operating models that work, design precision-crafted sales plays that integrate seamlessly with CRM systems, and coach teams to not just meet but consistently exceed quota. Along the way, you will develop fluency in commercial analytics, hybrid selling, and revenue operations, mastering how to use AI-enabled insights and digital engagement to accelerate pipeline velocity and drive stronger deal conversions.

Every element of the programme is anchored in real-world practices from high-growth industries and tailored to the challenges today’s sales leaders face. The focus is clear: sharpen your strategy, elevate your leadership, and deliver commercial impact that can be seen, measured, and sustained. By the end, you will not only be leading a sales force, but you will also be mobilising it into a decisive, market-winning advantage.

Programme Objectives 

On successful completion of this programme, you will be able to: 

  • Design a scalable sales operating model aligned with revenue goals and target segments. 
  • Develop high-impact sales plays that can be embedded into CRM and frontline workflows. 
  • Coach sales teams to increase quota attainment and improve conversion rates. 
  • Apply analytics to identify high-value activities and accelerate deal velocity. 
  • Align sales and marketing initiatives to drive integrated pipeline growth. 
  • Deploy hybrid selling strategies that balance digital, virtual, and face-to-face engagement. 
  • Implement leadership cadence and accountability systems that sustain high performance. 
  • Optimise sales messaging and buyer engagement to improve competitive positioning. 
  • Integrate commercial insights to make real-time, actionable decisions. 

 

At a Glance

Course Duration:

March 23 – 27, 2026

Times:

9:00 AM - 3:00 PM AST

Certificate Awarded:

Certificate of Completion

Cost:

US $4,000.00 US $2,800.00
Register and pay 50% by January 31, 2026 and receive 30% OFF!

Registration Deadline:

Modality:

Online

Location: Sagicor Cave Hill School of Business and Management, Barbados

Contact Us Today


Direct Contacts

Renaldo Arthur

renaldo.arthur@uwi.edu

Additional Information

 

Programme Curriculum 

  • Driving Growth with Sales Strategy and Structure 
    • Building Growth-Driven Coverage Models 
    • Aligning Sales Roles, Incentives, and Structure with Revenue Targets 
    • Designing a Sales Operating Rhythm that Scales 
  • Sales Leadership and Coaching for Results 
    • Coaching that Turns Potential into Performance 
    • Creating Accountability through Structured Leadership Cadence 
    • Building a Culture of Quota Discipline and Continuous Improvement 
  • Sales Plays and Revenue Enablement 
    • Designing Sales Plays that Capture Wallet Share and Open New Markets 
    • Embedding Plays into CRM and Frontline Workflows 
    • Sales Enablement as a Driver of Consistency, Speed, and Impact 
  • Hybrid Selling and Commercial Analytics 
    • Winning the Modern Buyer through Hybrid Engagement 
    • Leveraging Virtual and Digital Selling to Increase Rep Productivity 
    • Using Analytics to Unlock Insights, Sharpen Execution, and Accelerate Deal Flow 
  • Commercial Alignment and Market Impact 
    • Unifying Sales and Marketing for Stronger Pipeline Generation 
    • Building Buyer-Centric Messaging and Positioning that Resonate in Competitive Pitches 
    • Securing Cross-Functional Alignment to Sustain Growth Momentum 

 

What You Will Take Away 

  • Build sales structures and coverage models that deliver profitable growth. 
  • Craft high-impact playbooks that embed seamlessly into daily selling activity. 
  • Drive consistent quota attainment through stronger coaching, feedback, and leadership rhythm. 
  • Leverage commercial analytics to identify high-value activities, shorten cycles, and improve conversion. 
  • Align roles, compensation, and enablement to unlock discretionary effort and top-quartile productivity. 
  • Blend digital, virtual, and face-to-face selling for stronger buyer impact. 
  • Integrate messaging, demand generation, and pipeline coverage for end-to-end revenue growth. 

 

Putting Learning into Action 

  • Sales Force Strategy Plan – Develop a strategy plan for your organisation that clearly aligns roles, territories, and incentives to growth priorities. 
  • Sales Play Design Exercises – Create high-impact sales plays 
  • Leadership Coaching Plan – Create a structured leadership plan showing how you will implement coaching, pipeline reviews, and performance accountability within your team. 
  • Pipeline and Analytics Application – Analyse a real or simulated sales funnel and propose actionable recommendations. 
  • Peer Review and Feedback Participation – Contribute to group discussions, simulations, and peer critiques. 

 

 

Participant Profile 

This programme is designed for leaders who are responsible for shaping sales performance and driving measurable growth, including: 

  • Vice Presidents of Sales and Regional Sales Directors accountable for revenue results across territories. 
  • Heads of Sales Operations / Revenue Operations seeking to integrate data, process, and technology into one growth engine. 
  • Commercial Leaders in B2B industries such as technology, financial services, pharmaceuticals, and industrials. 
  • Senior Account Directors and Business Development Leaders managing strategic accounts and high-value client portfolios. 
  • Marketing and Sales Alignment Leaders who need to create seamless buyer journeys and unify go-to-market execution. 
  • Emerging Sales Executives preparing to step into larger leadership roles with enterprise-level impact. 

All notification of cancellations, deferrals, and substitutions must be received in writing. Please submit your request via e-mail to schsbmopen@cavehill.uwi.edu

CANCELLATIONS

  • The Sagicor Cave Hill School of Business and Management (SCHSBM) reserves the right to make changes to any printed or online information on short courses, instructors, or course information; or cancel any short course due to under-subscription or circumstances beyond its control.
  • Delegates will be notified at least seven (7) days before the start of any course that must be cancelled.
  • Fees for short courses cancelled by the SCHSBM will be refunded in full.
  • The SCHSBM will not be liable for any loss, damages or other expenses that result from course cancellations.

REFUNDS

Due to the costs incurred for program preparation and administration any cancellations received 30 days or less from the program start date are subject to fees as described below. For programs with a virtual component, the start date will be considered the first day of live learning.

Written notice of cancellation received by SCHSBM Refund
30 days or more before the start of the specific course 100% of course fees.
29 to 15 days before the start of the specific course 50% of course fees.
14 days or less before the start of the specific course No refund

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