training courses

Training Courses

5335a5b435d7eAs part of your membership fee for the Sales Institute we run four complimentary sales training half day events in Dublin and Cork. In addition, we run the following subsidised dedicated training events ranging from half day to two day courses. When combined with the 50+ knowledge sharing and networking events run throughout the year, we feel that membership of the Sales Institute is the most cost effective way to keep a sales organisation trained, motivated and up to speed with the latest trends in the marketplace.

All training courses in 2015 will be held in the Bewleys Hotel, Ballsbridge. 

To have a chat with us about your company’s training requirements, please call Yvonne Morris on 01-662 6904.

For more information on our courses, click on their names below.

B2B Selling for Inside Sales - 2 Day Practical Workshop
Increasing Sales by Telephone
Managing Major Accounts - 1 Day Course
LinkedIn for Acquisition and Retention
B2B Selling for Field Sales - 2 Day Masterclass
Effective Sales Negotiation Skills - 2 day Course
Field Sales Coaching for Managers

Date:  10th & 24th November 2015 and 8th & 22nd March 2016  Course Fee:  €835, €975 (non members)


This 2 day workshop is aimed at Sales Managers, Sales Training Managers and other Managers colleagues who support /accompany the Salesperson in the Field.

Course Objectives

  • Know what coaching is (and is not) in relation to other development approaches
  • Grasp the principles behind coaching and a process for practising
  • Learn the key skills needed to be a successful coach
  • Understand the context for Field Coaching from a Salesperson’s perspective
  • Have the confidence to put the processes and skills into use immediately
  • Create a personal development plan around becoming an effective Sales Coach


  • Introduction
  • What is Coaching?
  • Coaching as a developmental approach
  • A process for coaching and how it works
  • Asking simple questions
  • Active listening
  • Listening with full attention
  • The Salesperson’s perspective and their sales process
  • Preparing for a day in the Field
  • Working with the Salesperson who is out selling
  • Effective follow through
  • Practice when curb-side

This will be a highly interactive two days, involving practical exercises at all stages; participants will learn in a safe enjoyable environment while having fun. The programme will be supported by workbooks, hand-outs, journals and other learning aids. Some preparation will be required before attendance. To reserve your place on this training course, please contact the Sales Institute on 353 1 662 6904 or e-mail

Date:  10th & 24th November 2015 and 8th & 22nd March 2016  Course Fee:  €835, €975 (non members)

To reserve your place on one of our training courses, please contact the Sales Institute on 353 1 662 6904 or e-mail