Steering Sales Activity
Master the methods to ensure your salespeople deploy the right commercial activity on the right targets — from individual analysis to action plan execution.
What this program changes for your business
better-qualified opportunities
higher conversion rates
shorter sales cycles
AI-powered practice
Unlimited rehearsal on Skeells, instant feedback, realistic simulations tailored to your cases.
Field anchoring
Integrated managerial coaching, transfer to real customer meetings, progress tracking.
Sustainable practice
3-month Skeells access post-workshop to embed reflexes and measure skill growth.
Not a theoretical training. A rehearsal for real customer meetings.
- Filmed and debriefed role-plays
- AI simulations on your own scenarios
- Real cases brought by participants
- Individual action plans actionable on day one
Context
You lead a heterogeneous team composed of different personalities and talents, each responsible for territories with varying configurations. You want to help them implement the commercial strategy, which requires concentrating efforts on the right product and client targets. This program helps you analyse each salesperson's situation precisely, define relevant action plans and conduct effective individual steering meetings.
Objective
Who is it for?
- Sales managers and team leaders
- Regional sales directors
- Newly appointed sales managers
- Commercial directors overseeing field teams
Program Outline
Levers for optimising sales results
- Understanding the levers that drive team performance
- Analysing strengths and weaknesses of the sales team
- Reviewing Product Mix and Client Mix results
- Assessing the client portfolio and pipeline
Analysing commercial activity
- Measuring and interpreting activity KPIs per salesperson
- Identifying individual success levers for each team member
- Using CRM data and reports to build an objective picture
Building action plans
- Constructing individual action plans with clear priorities
- Building accompanying coaching plans to support execution
- Aligning plans with overall commercial strategy
- Setting realistic milestones and deadlines
Individual steering meetings
- Selling the action plan in one-on-one meetings
- Valorising the accompanying coaching plan
- Redirecting the plan when deviations occur
- Celebrating success and recognising progress
Using steering tools
- Leveraging dashboards and reporting tools effectively
- Creating scorecards for ongoing performance tracking
- Institutionalising a rhythm of steering reviews
Training Format
- 2-day workshop (14 hours)
- Blended format: in-person or virtual
- Maximum 10 participants per session
- Case studies, methods, templates, role-plays and debriefing
- Individual action plan template included
Using AI in this sales skill
Concrete ways salespeople can leverage artificial intelligence to enhance this specific skill.
Territory & portfolio analysis
Use AI to analyse each salesperson's territory data, client portfolio and pipeline to identify priorities and gaps.
"Here is salesperson X's client portfolio with revenue per client and product mix. Identify the top 5 under-penetrated accounts and suggest which products to prioritise for each."
Action plan generation
Generate structured individual action plans based on performance data, territory analysis and commercial objectives.
"Based on this salesperson's H1 results (pipeline, win rate, product mix), draft a Q3 action plan with specific weekly targets, priority clients and coaching focus areas."
Steering meeting preparation
Prepare data-driven talking points and coaching questions for individual steering meetings.
"I'm meeting salesperson Y for a monthly review. Their conversion rate dropped from 35% to 22% and they missed pipeline targets. Prepare 5 coaching questions to diagnose the root cause and 3 corrective actions to propose."
KPI dashboard interpretation
Use AI to interpret complex dashboards and identify the most important signals for each team member.
"Here is my team's monthly dashboard with activity KPIs, pipeline and results. Summarise the 3 most critical issues I should address this week and which salespeople need immediate attention."
Powered by Skeells
Learning continues with AI-powered practice
Interactive Podcasts
Reinforce steering concepts through interactive podcast episodes on territory analysis, activity management and action plan construction.
AI Role-Play Practice
Practice conducting steering meetings and action plan reviews with AI-simulated salespeople presenting different performance profiles and challenges.
This program is part of the Qwantiq sales transformation approach — combining expert sales training, managerial coaching and AI-powered learning through the Skeells platform.
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White Paper
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To learn more about our vision of modern sales coaching, read our white paper: The Great Comeback of Sales Coaching.
Interested in this program?
Let's discuss how to adapt it to your team's needs.