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

Managing Managers

Lead through your sales managers: set clear direction, coach their judgement and build accountability without stepping into every rep conversation.

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

1 day · 9:30am–5pm

Group size

6–8 delegates

Format

Online or face to face

Price — Face to face

From £1,800

+ VAT

Price — Online

Available on enquiry

where understanding becomes useful —

Why this course matters

Leading managers means helping them lead well without taking their team away from them.

What you’ll explore in the Studio

When your direct reports manage teams of their own, leadership becomes less about solving every problem and more about enabling other managers to lead well. This one-day sales leadership workshop is for managers who lead managers, including heads of sales, regional leaders and sales directors.

We explore how to translate business priorities into clear expectations across teams, assess management effectiveness as well as results, and support managers without bypassing them. Delegates work on coaching judgement, handling escalations and creating a consistent management rhythm while leaving room for each manager's own style. A group of 6–8 managers gives everyone time to explore their real challenges and develop a practical plan for leading through others.

a real challenge. a purposeful response.

The challenges this addresses

  • Sales escalations bypassing the responsible manager’s decision-making accountability
  • Manager effectiveness judged only through their team’s sales results
  • Business priorities translated inconsistently across regional or team managers
  • Senior leaders solving problems instead of developing management judgement

What this can change at work

Leading through managers calls for a different kind of control. Clear expectations, evidence-led performance conversations and thoughtful escalation handling help senior leaders strengthen management judgement without taking over their teams. Managers gain room to make and own decisions within a consistent rhythm, while the business can align priorities across sales teams and assess leadership quality alongside results, rather than allowing the number to tell the whole story.

Expectations cascade clearly

Heads of sales translate business priorities into explicit expectations for their managers, then check how those expectations guide activity across teams.

Escalations preserve ownership

Senior leaders coach managers through escalated issues and clarify decision ownership, rather than stepping around them to direct their sellers.

Management quality reviewed

Manager reviews examine evidence of leadership decisions and team management alongside sales results, with practical development actions agreed for each manager.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around moving from managing sellers to leading managers and translating strategy into clear expectations across teams. 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

In a group of 6–8, managers bring anonymised leadership situations from their own sales organisation. Short facilitator input leads into peer discussion, coaching practice and scenarios covering an underperforming manager, competing team priorities and an escalation that risks undermining a manager's authority. Each delegate practises a manager-to-manager development conversation, designs a purposeful review rhythm and identifies what to delegate, what to inspect and when to step in. The day ends with a practical action plan for strengthening the managers they lead.

Make Managing Managers relevant to your business

Tell us where you want to make progress with moving from managing sellers to leading managers. 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.

  • Moving from managing sellers to leading managers
  • Translating strategy into clear expectations across teams
  • Coaching managers' judgement and leadership capability
  • Reviewing management effectiveness alongside sales results
  • Handling escalations without bypassing your managers
  • Developing managers and building succession
  • A consistent manager-to-manager review rhythm

What’s included in your booking

Your booked time and format
1 day · Live online or face to face, agreed before booking · 6–8 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:

  • Set clear expectations for the managers you lead
  • Coach managers to make and own sound decisions
  • Address management performance with evidence and care
  • Handle escalations without undermining accountability
  • Create a practical plan to develop your management team

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: Set clear expectations for the managers you lead.

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 Managing Managers 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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Course synopsis

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5 live sessions · 2.5 hours each

Outcomes — you'll be able to

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Live online

Price on request+ VAT

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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