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

Mastering Your Sales Week & Forecasting for Account Executives

Plan a purposeful sales week, protect time for revenue-generating activity and keep your forecast grounded in buyer evidence.

You own the number, but not every part of the buying decision. Research competes with meetings, discovery can stay on the surface, and a promising demo can still end in silence. We understand the pressure to create pipeline, earn trust and keep a complex opportunity moving without pushing the buyer. The AE Lab gives you space to sharpen the conversations and judgement behind the result.

Enquire About This Lab Explore the course
Two sellers role-playing a customer conversation while a colleague observes
The Sales House
Explore. Practise. Perform.

Duration

Half day · 3.5 hours per half day

Group size

8–10 delegates

Format

Online or face to face

Price — Face to face

Price on request

+ VAT

Price — Online

Price on request

+ VAT

where understanding becomes useful —

Why this course matters

Your calendar and your forecast should reflect the same commercial priorities.

What you’ll explore in the Lab

Account executives balance prospecting, discovery, proposals, follow-up and internal meetings while keeping opportunities moving. This single half-day session combines sales-specific time management with a practical forecasting rhythm.

Delegates prioritise opportunities by value, evidence and next action, protect time for pipeline creation and buyer commitments, and make space for CRM updates and forecast preparation. Unlike the separate Deal Control course, the focus is how to organise the working week and prepare a clear, evidence-based forecast within it.

a real challenge. a purposeful response.

The challenges this addresses

  • Reactive weeks displacing prospecting and live deal progression
  • Forecasts relying on optimism rather than clear buyer evidence
  • CRM updates squeezed out by competing AE diary commitments
  • Weekly priorities disconnected from opportunity value and next actions

What this can change at work

Put the calendar and the forecast on the same commercial footing. AEs learn to organise their week around pipeline creation, buyer commitments and the evidence behind live opportunities. Managers can spend forecast conversations examining risk and next actions rather than reconstructing missing context. For the business, that helps make selling time more deliberate and forecast updates more transparent about what is known, assumed or still outstanding.

A sales-focused diary

AEs reserve time for prospecting, buyer follow-through, CRM updates and forecast preparation before reactive requests fill the working week.

Evidence-led forecast updates

Forecast notes distinguish buyer commitments from seller assumptions and explain the next action or risk attached to each priority opportunity.

Weekly priorities reset

AEs use forecast preparation to reassess opportunity value and next actions, then adjust the following week’s plan to match.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around prioritising pipeline creation and deal progression and time-blocking prospecting, meetings and follow-up. 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

Delegates review a typical week and an anonymised pipeline, identify distractions and build a realistic calendar with focused activity blocks. Small-group exercises test priorities when urgent requests arrive, then practise a concise forecast update using confirmed buyer actions, dates and risks. Each AE leaves with a weekly plan and a repeatable review routine for checking progress and adjusting priorities.

Make Mastering Your Sales Week & Forecasting for Account Executives relevant to your business

Tell us where you want to make progress with prioritising pipeline creation and deal progression. 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.

  • Prioritising pipeline creation and deal progression
  • Time-blocking prospecting, meetings and follow-up
  • Managing interruptions and internal commitments
  • Keeping CRM evidence and next steps current
  • Preparing forecast categories using agreed team definitions
  • A weekly review of buyer commitments, risks and dates

What’s included in your booking

Your booked time and format
Half day · Live online or face to face, agreed before booking · 8–10 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:

  • Build a realistic sales-focused weekly plan
  • Protect time for high-value activity and follow-through
  • Separate buyer evidence from forecast assumptions
  • Prepare a concise forecast update and reset weekly priorities

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: Build a realistic sales-focused weekly plan.

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 Mastering Your Sales Week & Forecasting for Account Executives 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.

Explore Speaking & Events

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Flagship programme

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Five live online labs that sharpen how account executives plan their week, lead discovery, qualify with MEDDPICC, handle objections and keep deals moving.

5 × 2.5-hour live online sessions (12.5 hours)Maximum 8 participants

Course synopsis

Strong opportunities are built week by week — in the questions you ask, the evidence you gather and the next step you secure. AE Online Lab Part 1 equips account executives with the skills, confidence and commercial discipline to create stronger opportunities, improve deal qualification and win more business. Across five live online sessions, AEs take control of their sales week, move discovery beyond the surface, apply MEDDPICC with confidence, explore objections without becoming defensive and drive clear next steps. Each session is a small-group working lab with breakouts, role-play and personal coaching. Between sessions, AEs apply an agreed action and bring their experience back to the group.

5 live sessions · 2.5 hours each

Outcomes — you'll be able to

  • Plan a sales week around high-impact activity and routines
  • Lead discovery that uncovers and quantifies business pain
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Included in every course

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Flagship programme

AE Online Lab Pt 2:
Advance, Negotiate & Close

Three live online labs to deliver proposals that win, protect your value in negotiation and close with confidence — without high-pressure tactics.

3 × 2.5-hour live online sessions (7.5 hours)Maximum 8 participants

Course synopsis

Late-stage selling is where value is tested — in the proposal, the negotiation and the moment a customer decides. AE Online Lab Part 2 strengthens the commercial skills account executives need to present compelling solutions, negotiate effectively and secure customer commitment. Across three live online sessions, AEs structure customer-focused proposals, plan negotiations around trade-offs rather than discounts, and build closing strategies aligned with how the customer actually decides. Practice uses real-world deal scenarios, role-play and personal coaching, so every participant leaves with a plan for a live opportunity.

3 live sessions · 2.5 hours each

Outcomes — you'll be able to

  • Structure a customer-focused proposal with a differentiated value proposition
  • Plan a negotiation with clear trade-offs and protected margins
  • Handle discount requests and pricing pressure confidently
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Included in every course

  • Interactive, facilitator-led learning
  • Group discussions
  • Breakout exercises
  • Take-away materials

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your sales team. your priorities. your programme. —

Build your own sales programme.

Combine courses, focus on your skills gaps and shape the learning around your sales cycle. Standard workshops run with 8–10 delegates; BDR and MEDDPICC sessions have a maximum of eight; Sales Leadership workshops run with 6–8. Smaller bespoke cohorts can be discussed, with pricing agreed for your programme.

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