Sales Leadership Designation Program

The Sales Leadership Designation Program closes the gap between salesperson and sales leader by providing the foundational leadership training that is essential to success in a sales leadership role.

Who should attend?

This program is for top sales leaders and executives with 6+ years of experience who are committed to developing themselves, their teams, and their entire organization.

Session Dates

Module 1

Contact us for availability

Module 2

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Location

London, Ontario, Canada

Ivey Spencer Leadership Centre

551 Windermere Road

Program Fees

Contact us for program pricing

Program fee includes all materials, meals and accommodations.

Program fees are tax exempt.

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What do I get?

After completing the Sales Leadership Designation Program, you'll receive an authentic digital artifact – also known as a badge. This badge showcases your achievements and commitment to professional development. You can share your accomplishment with your network by displaying digital badges on social media, websites, ePortfolios, professional networks, and email signatures. Included in your badge is a digital certificate. Your network will be able to view your personalized and authentic certificate through your online digital badge.

In addition to a digital badge, you will receive a Sales Leadership Designation Program Certificate of Completion, a powerful credential from the top business school in Canada.

Successful completion of the course requirements will earn participants the pre-requisite education hours needed for the Certified Sales Leader (CSL) professional designation. Registration and course fees for the program will include the cost of the CSL designation exam, and a one (1) year professional membership to the CPSA.

Program Content

Traditional sales training doesn’t equip salespeople with the tools necessary to effectively transition to the role of sales leader. When you become the leader of a sales team, it’s up to you to improve the capacity and effectiveness of your sales and account management teams. Sales strategies and techniques aren’t enough. You need to know how to lead. 

In partnership with the Canadian Professional Sales Association (CPSA), the Sales Leadership Designation Program seeks to close the gap between salesperson and sales leader. We’ll provide the foundational leadership training essential to success in a sales leadership role. 

The Sales Leadership Designation Program combines Ivey’s expertise in leadership with CPSA’s sales leadership competencies framework, an established method for honing the leadership and strategy skills of sales executives. You’ll learn how to deliver a consistent sales funnel of orders, empower your sales team, remove barriers to success, and build discipline into your sales process. 

Together with leaders in sales management from a variety of industries, you’ll tackle the issues and opportunities facing the modern sales team. You’ll leave the program with fresh ideas and knowledge, renewed energy, and a roadmap for moving forward with confidence. 

Successful completion of the course will earn participants the pre-requisite education hours needed for the Certified Sales Leader (CSL) professional designation. Registration and course fees for the program include the cost of the CSL designation exam, and a one-year professional membership to the CPSA. Certified Sales Leaders are highly skilled, ethical, designated professional salespeople committed to continuous learning and excellence. Participants must demonstrate two years meeting or exceeding their sales targets.

 

What You Learn

For detailed program content, download the brochure.

This five-day residential program has two modules. The first three days focus on core salesforce leadership and strategy, such as managing performance, influencing people, difficult conversations, compensation architecture, and managing teams. The remaining two days are centred on management acumen, with the topics of financial literacy, negotiations, sales process technology, and legal expertise from a sales leader’s perspective. Participants can take the CSL exam at the end of the course.

How You Learn

This is Not about Textbooks and Lectures

This isn’t your typical classroom. Our programs are designed with busy leaders in mind. We’re talking an engaging, interactive, and unique experience. Our real-world Case-Method of Learning is not about textbooks and lectures – it’s about learning by doing. You’ll walk away with new knowledge and ideas that you can immediately implement in your business.

Create Immediate Impact

Throughout the program, you’ll track your learning outcomes and pinpoint specific initiatives to implement. You’ll leave knowing exactly how you will apply your new knowledge and skills, and a self-developed implementation plan to start your impact once back in your workplace.

Program Faculty

Michael H. Taylor

Lecturer

Michael H. Taylor

Michael Taylor is a member of the marketing faculty at the Ivey Business School. He earned a BA in Economics from Western University. He earned an MBA from The Ivey Business School at Western University. He joined Ivey in 2009 after a successful 20 year management career in the private sector.

Prior to joining Ivey, Michael Taylor has 20 years experience in various management roles with large international companies. He has held a wide range of management and leadership positions, and has taught in executive education programs. His areas of experience include; marketing strategy, business-to-business marketing, sales management infrastructure, and account management in complex organizations. He has played a senior role in a wide range of complex projects including, for example; Key-Account Management for complex industrial customers, "System Usability" of Customer Relationship Management (CRM) systems, and repositioning service offerings from a reactive "break-fix" market position to a proactive "maintenance management" position.

Michael Taylor held progressively responsible positions during his career in the private sector finishing off as the Senior Manager of Strategic Development with Siemens Canada Ltd. He was with Siemens Canada Ltd. from 1998 to 2009. Before that he was with Westinghouse Canada from 1981 to 1998.

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David Loree

Assistant Professor

David Loree

Professor Loree joined the Ivey School of Business in July 2000. Before moving to Ivey, he was a faculty member in the Management Department at Texas A&M University, where he served as a core faculty member of the full-time MBA program. David received a B.S. in electrical engineering from Bradley University, an MBA from University of Dallas, and a Ph.D. in Organizations, Strategy, and International Management from University of Texas. Before moving into executive education, he previously worked as a design and reliability engineer with Texas Instruments, Inc. on various national defense-related projects.

David has received the Ivey Teaching Innovation Award for innovative course design and curriculum. He currently teaches in the areas of leadership, management behaviour and change management for the core MBA programs in Canada as well as the Executive MBA programs in Canada.

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Christopher Sturby

Lecturer

Christopher Sturby

Christopher Sturby is a Lecturer in the Managerial Accounting and Control group at the Ivey Business School. He has an MBA and BA in Business Administration from Western University. He earned his CA designation with KPMG.

Chris received the David G. Burgoyne Award for Outstanding Commitment to Student Development in 2008. As well, Chris has been a Seminar Leader at the Institute of Chartered Accountants of Ontario School of Accountancy since 2007.

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A.C. (Ann) Frost

Associate Professor

A.C. (Ann) Frost

Ann C. Frost is an Associate Professor of Organizational Behaviour at the Ivey Business School. Prior to joining the school in 1995, Frost was a doctoral fellow at the Center for Industrial Competitiveness at the University of Massachusetts, Lowell, and a research associate at MIT's Industrial Performance Center. She earned her BComm and MSc from the University of British Columbia and a Ph.D. in industrial relations from the Sloan School of Management, MIT.

Frost's research interests include workplace restructuring, dynamics in industrial relations, the high performance workplace, and knowledge management in services. Her research has been funded by the Russell-Sage and Rockefeller Foundations (changes in low skilled - low wage work in the American hospital industry) and SSHRC (job quality in Canadian call centres and care team interactions in Ontario intensive care units). Frost is also involved in a multi-year, SSHRC-funded Major Collaborative Research Initiative project entitled Rethinking Institutions for Work and Employment in the Global Era.

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Mary Weil

Lecturer

Mary Weil

Mary Weil is a Lecturer in the Management Communications group at the Ivey Business School and the Faculty Director of the HBA Program. Mary teaches Management Communications in Ivey’s HBA, MBA, MSc and Executive Development programs. Mary graduated from Western University with a Master of Arts in Journalism and spent several years as a reporter and television producer before starting a career in public relations.

Mary was awarded the 2015 EFMD Responsible Leadership case writing award. She has written cases about the communication issues that companies face including recovering from natural disasters, from social media disasters and handling challenging media encounters.

Mary has worked with a range of corporate clients at multinational firms and mid-sized companies. She especially enjoys helping entrepreneurs engage with the media and find the best way to tell their stories.

Mary is a member of the Management Communications Association and the Association for Business Communication.

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Darren Meister

Associate Professor

Darren Meister

Darren Meister is the John M. Thompson Chair in Engineering Leadership and Innovation and an Associate Professor of General Management (Entrepreneurship and Innovation) at the Ivey Business School and the former Faculty Director of the HBA and MSc Programs. He is cross-appointed to the Department of Electrical and Computer Engineering, Western Engineering. His interests focus on design thinking, technology-based entrepreneurship and the role of technology in enhancing organizational effectiveness, specifically as it concerns innovation processes. His research work is conducted within companies in close cooperation with practitioners.

Through research and consulting opportunities, Darren has worked with Accenture, Bank of Montreal, Industry Canada, Intel, Nortel, and Siemens. His work has appeared in Management Science, MIS Quarterly and other leading journals and conferences. He is a past-Chair of the Special Interest Group on the Adoption and Diffusion of Information Technology, within the Association for Information Systems. He was also on the Executive Board of CEMS, the Global Alliance of Management Education.

Before joining Ivey, Darren taught at Queen's University and Carleton University, where he was one of the architects of an Information Systems concentration in the Bachelor of Commerce program. He has taught in all of Ivey's programs. He was a Rotary International Foundation scholar, attending the University of Cambridge. Subsequently, he earned his PhD at the University of Waterloo, Canada.

 

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Philip King

Lecturer (part-time)

Philip King

Philip has practiced corporate law since 1992, helping people achieve their business goals by managing legal issues effectively. During that time, Philip has worked with some of Canada's finest lawyers and businesspeople. While at Western, Philip was awarded the gold medal in the combined Law and M.B.A. program. Following graduation and a stint at Tory's in Toronto, Philip returned to London, where he now practices business law and teaches at Ivey. Philip has helped clients successfully complete dozens of corporate transactions, including mergers, acquisitions, private placements and public offerings.

Philip has taught Business Law for fifteen years, including the Ivey Business School, the Management and Organizational Studies Program and the Faculty of Law. Philip has also taught the Bar Admission Course in Business Law and Corporate Law for Law Clerks.

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Where You Learn

Ivey Spencer Leadership Centre

Ivey Spencer Leadership Centre

Location Pin Icon

551 Windermere Road
London, Ontario, Canada
N5X 2T1

The Ivey Spencer Leadership Centre provides business professionals with an extraordinary and intimate setting like no other. Housed in a Georgian manor with 30 beautifully landscaped acres of parkland and gardens, The Ivey Academy is minutes from Western University and the Ivey Business School.

Spencer has 125 guest suites, 14,000 sq. ft. of event space (including three amphitheatres), cycling and hiking trails, a fitness centre, a high-ropes team-building course, five dining rooms, and free parking.

Learn more about the centre

Ready to enrol?

For nearly 70 years, leaders from around the world have come to The Ivey Academy to deepen their business knowledge and drive immediate results. It may be just what you and your organization need.

Download a brochure