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Sales Manager Training

Gilead Sciences, Inc., is an American biopharmaceutical company headquartered in Foster City, California, that focuses on researching and developing antiviral drugs used in the treatment of HIV, hepatitis B, hepatitis C, and influenza, including Harvoni and Sovaldi.


We worked with Gilead in UK, Europe and in US on a variety of training and consultancy projects.


This training was designed and developed for UK Sales Managers.

With this project the need was to review sales management principles, in the context of managing senior and experienced sales people.


We developed a two day workshop style event. This involved a lot of discussion, break out time and active participation of all involved. The idea was to review a key sales management principle and then explore how the performance of the team could be impacted by using part or all of the principle.

The session included the following areas:

  • Challenges in managing people.
  • Personality aspects of managing senior sales people.
  • Motivating senior sales people.
  • The value of one to ones.
  • What use sales meetings?
  • Supporting sales people in their achievement of sales objectives.
  • Direction of sales effort.
  • Personal actions.


Each participant reviewed and reflected on their sales management style. They discussed with other managers, how they have approached and how they would approach challenging situations. Ideas were shared. At the close everyone finshed by sharing their personal actions to take forward from the training.

Participant feedback

“It was great to have facilitated discssion with my colleagues on issues which we have to deal with on a daily basis.”

“Very interesting.”

Client comment

“Another great training workshop from ITD.”