Learning objectives :

• Structure individual and group activities with rituals tailored to your team
• Developing individual and group routines to maximize performance and collective progress
• Experiment with innovative rituals to foster mutual support, team cohesion, and business excellence
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Course :

Session 1: Essential Sales Management Rituals
This session explores the two fundamental rituals of any sales team.

• The first is one-on-one: the Pipe Review, a regular meeting with each sales representative to identify at-risk deals, resolve deadlocked situations, prioritize actions, and pinpoint ongoing upselling and cross-selling opportunities.
• The second is a team-based activity: the weekly team meeting, designed to foster alignment, celebrate small wins, and openly discuss daily setbacks, share what we’ve learned over the week (deals won and lost, objections encountered, best practices), and promote the adoption of best practices.

Participants develop or refine their own weekly meeting structure to make it truly effective.

Session 2: Rituals to Try Out
Beyond the essentials, participants discover innovative rituals to gradually introduce into their team based on their specific challenges: the “Challenge of the Moment” (a short-term collective goal to foster healthy competition), the “Sales Sprint” (boosting energy for a routine task by working as a team at the same time and in the same place, whether in a hybrid or in-person setting), the Post-Mortem (collectively reviewing a lost deal to learn without assigning blame) and Pitch Training (practicing together for difficult sales situations to improve as a team). For each ritual: why do it, what concrete benefits it offers, and how to implement it.