Sales Leadership Program
The Right Enablement. Real Impact.
Sales managers are the key to consistent, scalable growth. But without structured training, they operate reactively—leading to lost deals, misaligned execution, and revenue risk. Our program isn’t theory—it’s hands-on, actionable, and designed for immediate impact. Through customized content, experiential learning, and reinforcement, we equip managers with the tools to lead effectively and drive results. Henry Schein One’s managers don’t just need training—they need a system that works. Let’s build it together.
The Performance Gap
Why Sales Managers Need More to Succeed
The Performance Gap
Great sales managers aren’t just born - they’re developed.
-
Pipeline growth & quality is uneven: Reps ‘drain the lake’ – stop prospecting once deals are in motion. Pipeline bloat is common to reach high targets driven in part by undesirably low win rates in some areas of business.
-
Win rates are below target: while improving, win rates are undesirably low. Managers are not coaching to a clear repeatable process (e.g. deals fall apart late stage due to poor discovery). Confusion around ICP compounds the issue.
-
Manager time is diluted: leaders are spread thin between selling, coaching and admin. Few have a clear cadence or prioritization model, resulting in reactive teams and missed targets.
-
Lack of Buyer Intelligence impacting hiring: managers struggle to find reps with strong enough business acumen,
​The Multiper Effect of Great Sales Leaders
The best sales teams don’t just have great sellers—they have great leaders.
To maximize performance, Henry Schein One desires sales managers who do more than inspect deals – they must coach, prioritize and lead with consistency
-
Increase seller productivity through structured coaching to repeatable sales process and consistent pipeline growth activities
-
Improve forecast accuracy & pipeline health to enable better decisions and resource allocation
-
Scale leadership habits through proper planning and consistent cadence, so growth isn’t dependent on a few big deals or a few star players, but
By equipping Henry Schein One’s sales managers with a repeatable system of tools, frameworks and coaching disciplines, we help reps sell smarter, faster, and more effectively.
OUR SALES LEADER TRAINING APPROACH | 8 MODULE PROGRAM OVERVIEW
We equip managers with practical, repeatable frameworks to lead effectively.
Module 1 Plan Your Business
-
Create a clear plan to hit your number, using data-driven insights and execution tactics
-
Use efficiency and effectiveness levers to maximize impact
-
Guide your team to turn territories into focused action plans
Module 4 Coach to Core Sales Functions
-
Coach team members to follow a repeatable, effective process
-
Align sales execution with the Buyer’s Journey to engage right time, right approach
-
Apply targeted coaching to improve consistency and results
Module 2 Build Your Cadence
-
Protect >40% of your calendar for prime selling & coaching activities
-
Define the priorities you must-win each week
-
Run a structured cadence that delivers those priorities
Module 5 Manage Performance
-
Focus on key inputs that drive the right results
-
Build a simple, effective performance management system to track progress & identify gaps early
-
Take action & hold your team accountable
Module 3 Apply Context-Based Leadership
-
Adapt your leadership style to each team member’s needs
-
Know when to coach, direct, teach, or delegate
-
Practice best-in-class models for teaching and coaching for lasting results
Module 6 Hire & Retain Top Talent
-
Build a strong bench of high-potential recruits
-
Use a structured, repeatable hiring process to consistently select strong performers
-
Leverage tools to engage & retain top talent
How we deliver
01
Workshops
(Virtual or In-Person) – engaging, hands-on sessions applying tools & concepts to real-world situations
02
Train the Trainer
Enable your internal enablement team to lead reinforcement​​
03
Tailored to You
Programs include pre-training consultation customized with relevant case studies, real-world examples, and hands-on exercises to ensure practical, meaningful impact for your team
HOW WE WORK TOGETHER | A 3-STEP PROCESS
Sales training that sticks, designed for real-world impact
Deep Discovery & Customization
Consult
We begin by understanding Henry Schein One’s business, sales motion, and goals.
Tailor Content
We customize examples, case studies, and frameworks to be immediately relevant to Henry Schein One’s sales managers
Define Success
establish key performance metrics to measure impact effectively
