Flagship program · Manager as a Multiplier
Sales Management Development Program (SMDP)
12 months
9 live, virtual Episodes
Assessed before and after
WHO IT IS FOR
Who is SMDP for?
SMDP is our 12-month development program for sales managers, built on the 9 disciplines of sales execution. Most sales managers were promoted for their selling skills and never taught to manage people who sell. SMDP gives them the structure, skills and confidence to lead.
HOW IT WORKS
How does SMDP work?
12 months
One program year, from onboarding to graduation.
9 live Episodes
3 Seasons, each with 3 live, virtual, instructor-led Episodes of 3 hours, 4 weeks apart.
Applied with your team
Between Episodes, managers apply what they learn with their own teams.
3 coaching sessions
After each Season, managers join a syndicate coaching session with colleagues.
WHAT MANAGERS LEARN
What are the 9 disciplines of sales execution?
SMDP is built on 9 disciplines of sales execution, taught as 9 Episodes across 3 Seasons.
SEASON 1
Impacting Sales Execution
- Prioritising Your Impact
- Simplifying Sales Execution
- Building Strong Accountability
SEASON 2
Impacting Sales Performance
- Planning The Number
- Nurturing Pipeline Health
- Driving Deal Success
SEASON 3
Impacting Sales Talent
- Developing Sales Performers
- Coaching Sales Success
- Managing Sales Teams
RESULTS
How are SMDP results measured?
Managers are privately assessed before and after the program across 110 management competencies.
21%+
Overall manager competence, validated through assessment
25%+
Pipeline and forecast management
30%+
Sales culture, the highest capability gain
27%+
Developing, coaching and managing sales teams
Average improvement. Results come from in-company programs; SMDP open classes use the same disciplines.
PROOF
What do sales leaders say about SMDP?
Cummins has run SMDP with sales managers across every region and division of its global manufacturing business.
“I have never seen such a robust and yet pragmatic approach to managing performance in sales people. A must for this profession.”
Samantha Wessels
Global VP of Sales, Technology Company
“The one-on-ones are the number one thing for me that has turned my business around.”
Koena Koko
Senior Sales Manager, National Service Company
“The biggest success story for me was turning our biggest region around.”
William Du Preez
Executive General Manager
WAYS TO JOIN
How can your managers join SMDP?
FOR YOUR MANAGEMENT TEAM
In-company program
Run SMDP for your own sales managers, built around your business and your sales ecosystem.
Start a conversationFOR INDIVIDUAL MANAGERS
2027 open classes
Book your own seat in a small open class with managers from other companies. Classes run in the Americas (Tuesdays); Africa, Middle East and Europe (Wednesdays); and Asia Pacific (Thursdays).
See dates and pricesFAQ
Frequently asked questions
Who is SMDP for?
Sales managers who lead teams of people who sell. Companies run SMDP for their management teams, and individual managers can join an open class.
How long does SMDP take?
12 months. Managers attend 9 live Episodes of 3 hours, 4 weeks apart, and 3 syndicate coaching sessions. The 2027 open classes start onboarding in January 2027, learning in February and graduate in November 2027.
How is SMDP delivered?
Live, virtual and instructor-led. Between Episodes, managers apply what they learn with their own teams.
How are results measured?
Managers are privately assessed before and after the program across 110 management competencies.
Can my company send several managers?
Yes. Companies can run SMDP in-company for their management team, or send several managers to an open class. Start a conversation with us to plan the best route.
Managers are the multipliers. They install growth.
Start with the role that turns strategy into results.
Connect with us and our growing community of sales professionals on our social networks.
