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UK-based. Working with sales teams across Europe.
The Sales House

Commercial Strategy for Senior Leaders

A focused half-day session for senior leaders on where to play, how to win and how to turn commercial priorities into a plan the sales organisation can deliver.

You are accountable for the result and for the people who deliver it. Forecast calls, coaching, hiring and performance conversations compete for attention, while the business wants clear answers about growth. We understand the challenge of developing sellers without becoming the answer to every deal.

Enquire About This Studio Course Explore the course
A sales manager coaching a seller one-to-one
The Sales House
Explore. Practise. Perform.

Duration

Half day · 3.5 hours per half day

Group size

Up to 8 delegates

Format

Online or face to face

Price — Face to face

From £1,499

+ VAT

Price — Online

Available on enquiry

where understanding becomes useful —

Why this course matters

A good commercial strategy makes choices: which customers, which markets, which offers and which deals deserve the team's time.

What you’ll explore in the Studio

This half-day session helps senior sales and revenue leaders step back from the quarter and look at the commercial picture.

Leaders review where revenue really comes from, decide where to focus, test pricing and margin decisions and agree what the sales organisation should stop doing. They work on their own business throughout and leave with a one-page commercial plan to share with their leadership team.

a real challenge. a purposeful response.

The challenges this addresses

  • Teams chasing every opportunity rather than the right ones
  • Growth targets set without a clear plan to reach them
  • Discounting and margin decisions made deal by deal
  • Sales, marketing and finance working to different priorities

What this can change at work

Help senior leaders make clearer commercial choices and explain them to the business: where to focus, which deals to prioritise and how margin, pricing and resources support the plan. Leaders leave with a one-page commercial plan. Intended outcomes are clearer priorities and better-aligned decisions, not a guaranteed revenue result.

Clear focus

Leaders agree the customers, markets and offers that deserve the team's time, and what to stop doing.

Margin protected

Pricing and discount decisions follow agreed principles instead of being negotiated deal by deal.

One plan across functions

Sales, marketing and finance work from the same commercial priorities.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around where your revenue really comes from and choosing where to play and how to win. Where helpful, participants work on their own live (or anonymised) opportunities.

What they’ll take away

Take-away materials with the questions, frameworks and techniques covered, plus a short personal action plan for the next customer conversations where the skill matters.

How we help it stick

Reflection and action planning are built into the session. Reinforcement such as manager guides, follow-up labs or coaching depends on the programme you choose and is agreed with you.

How we make learning stick

Inside the workshop

A focused half day with up to eight senior leaders: short input, peer challenge and practical planning on each leader's own business. Delegates take away materials and a one-page commercial plan.

Make Commercial Strategy for Senior Leaders relevant to your business

Tell us where you want to make progress with where your revenue really comes from. We can discuss suitable workplace examples, priorities and access needs before agreeing the scope. Choose live online or face-to-face training for your UK or European team, with delivery arrangements agreed before booking.

Discuss a customised version

What the training covers

The scope below sets out the subjects covered. Workplace examples and practice are shaped around your team within the booked format.

  • Where your revenue really comes from
  • Choosing where to play and how to win
  • Pricing, margin and discount principles
  • Aligning sales, marketing and finance
  • Your one-page commercial plan

What’s included in your booking

Your booked time and format
Half day · Live online or face to face, agreed before booking · Up to 8 delegates.
Included in every course
  • Interactive, facilitator-led learningLive, hands-on sessions built around practice and participation.
  • Group discussionsShared conversations about real situations, so people learn from each other as well as the facilitator.
  • Breakout exercisesSmall-group practice, role-play and problem-solving, online or in the room.
  • Take-away materialsCourse materials, tools and templates to use back at work.
Facilitated learning and practical application
The subject coverage, exercises and facilitator feedback described above, with space to connect the learning to relevant workplace situations. The workshop description sets out the specific plans, prompts or tools developed in this course.

Follow-up coaching, refresher sessions and additional delivery days are not automatic inclusions; any additions are agreed in your proposal. Travel, venue arrangements and any software licences are confirmed separately where relevant. Prices exclude VAT.

Outcomes

The capabilities delegates work towards through the training and practice:

  • Analyse where revenue and margin come from today
  • Agree focus markets, customers and offers
  • Set pricing and discount principles
  • Leave with a one-page commercial plan

the next conversation is where it counts —

Take it back to work.

Choose a real situation where you want to apply the learning. Use it to turn an outcome into a manageable first step, then reflect on what changes.

Choose

Start with one priority: Analyse where revenue and margin come from today.

Apply

Try the approach in a relevant task or conversation. Note what felt useful and what you would adapt.

Review

Reflect on what happened, seek feedback where appropriate and choose your next step. Follow-up support can be discussed separately.

Bring this topic to your next event

We can discuss adapting Commercial Strategy for Senior Leaders into a keynote or large-group session, focusing on the themes most relevant to your audience. Depth, activities, timings and any follow-up depend on the format and package you choose; an event session is not a substitute for the full course.

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Your people. Your priorities.Ready to sell better? Build your programme.A programme shaped around your people — and the progress you want to make.

Where better selling begins.

Your team doesn’t need more slides. They need skills that stick.

Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.

Book a Discovery Call Enquire about this course