Training Workshops

1st Impact’s sales programs are delivered through focused half-day workshops where content has been developed 30 years of successful IT sales leadership experience

Half-Day Sales Workshops

How to Increase Sales Win Rates

Learn how to build trust and influence by listening before pitching. Then learn how to uncover the real pain and its impact driving a need for your solution while leveraging the power of emotions to accelerate buyer urgency. Finally, learn the basics of aligning IT and business on why your solution is the best fit.

How to Access and Influence all IT and Business Decision Makers

Learn why business stakeholders are influencing more IT decisions. Then learn how to identify and access all IT and business decision makers influencing the decision on your sales opportunity and how to align them on why you have the best solution. Finally, learn how to structure proposals that create buyer urgency and differentiate you from competitors.

How to Protect and Grow Existing Customers

Learn what makes a customer strategic and worth protecting and growing. Then learn how to identify high quality sales opportunities that drive real sales growth at these customers, as well as how to build strong relationships with strategic stakeholders. Finally learn about the importance of account plan discipline in aligning teams and driving growth

How to Boost New Business Sales and Acquire New Customers

Learn why new business sales efforts often fail in competitive IT markets. Then learn how to make a strong impact and build trust in your first engagement with new customers and then get access to all decision makers influencing your sales opportunity. Finally learn techniques to get past gatekeepers preventing access to key decision makers.

How to Master Pipeline Management and Accurate Forecasting Accuracy

Learn about the common mistakes that undermine pipeline and forecast quality. Then learn how to build a high-quality pipeline with accurate sales forecasts and the importance of progressing deals effectively through a structured sales process. Finally, learn how to align the team on what really defines a committed opportunity.

How to Maximize Sales Productivity and Time Management

Learn about common time wasters that undermine sales productivity. Then learn how to master time management techniques that boost your sales productivity and the importance of goals and plans in maintaining focus. Finally, learn to block time for prospecting, pipeline reviews, account plans and learning.

How to Elevate Customer Experience to Differentiate from Competitors

Learn how to build a culture where your customer is king. Then learn how to stand out through professionalism and integrity and how to improve your customer and internal communication. Finally, learn how to handle customer satisfaction issues with speed and accountability

1-Day Leadership Workshops

Core Competencies of Highly Effective Leaders

Learn how to:

Communicate a clear and inspiring vision for the future
Master the power of listening more than talking
Demonstrate integrity and honesty, and practicing empathy
Build resilience to stay focused and composed under pressure
Take accountability by owning decisions, actions, and outcomes
Display humility by welcoming feedback and admitting mistakes
Develop self-awareness to understand your impact on others
Improve emotional intelligence to strengthen interpersonal relationships

How to Align Teams on Vision, Goals & Plans

Learn how to:

Clarify your team’s vision to inspire direction and commitment
Define a shared purpose that unites and motivates your people
Set meaningful goals that align with strategy and drive performance
Develop a clear plan to achieve your goals
Foster mutual accountability to ensure ownership and execution
Use regular check-ins to reinforce goals and course-correct together
Celebrate progress to strengthen belief in the shared vision
Encourage learning and development to fostering a growth mindset

How to Empower Teams through Delegating & Coaching

Learn how to:

Understand why micromanagement limits team growth and productivity
Identify common delegation mistakes that lead to frustration and disengagement
Clarify and align teams on clear expectations and outcomes
Delegate authority—not just tasks—to build ownership and accountability
Coach effectively to strengthen capability while delegating
Follow up to support progress and reinforce accountability
Provide constructive feedback to accelerate learning and growth
Remove barriers that prevent effective delegation and coaching

How to Boost Employee Motivation & Engagement

Learn how to:

Understand how motivation and morale impacts sales performance
Recognize signs of an unmotivated and disengaged team
Identify the key drivers that improve team motivation
Develop a sense of purpose by aligning the team around a shared vision
Create a culture of accountability and pride
Increase collaboration to strengthen team relationships
Lead by example through a positive energy and passion
Leverage recognition, feedback, and growth to sustain motivation

How to Lead Teams through Change & Uncertainty

Learn how to:

Understand the leader’s role in initiating and guiding change
Recognize why people resist change and how to address it
Communicate change clearly, consistently, and confidently
Align your team around a shared vision and purpose during change
Support your team emotionally and practically through uncertainty
Lead by example to model positive change behaviours
Sustain performance and focus during change
Maintain a team culture of adaptability and change readiness

How to Enhance Collaboration & Alignment Across Teams

Learn how to:

Pinpoint collaboration challenges that undermine sales performance
Align teams through joint planning with shared goals and performance metrics
Define clear roles and responsibilities for achieving common outcomes
Strengthen inter-team communication channels to minimise misalignment and friction
Accelerate decisions and problem-solving by co-creating solutions in multi-team settings
Resolve inter-team conflicts constructively to restore alignment and trust
Eliminate bottlenecks such as competing KPIs, resource gaps, or conflicting priorities

Start Transforming Your Team Today!

Start Transforming Your Team Today

Ready to elevate your team’s performance with expert-led sales and leadership training? 1st Impact’s workshops are tailored to help professionals excel in today’s dynamic business environment. Connect with us to discover how our specialized programs can drive your team towards excellence and transformative growth.