Certificate in Sales Management

Course Director

David Vachell David is a highly experienced leadership and sales force performance development and culture change consultant. He has worked with some of the world’s most well-known companies to support the development of their key account strategies and the capacity of their senior sales executives to deliver on those plans. He has worked with senior executives to redefine and refocus their vision, strategy and teams and has implemented programmes to address systemic and cultural issues within their organisations. He also specialises in communications skills including presentations, meetings and understanding others. David’s most recent experience includes: Facilitation of major account development for a global IT outsourcing company Development of a growth strategy for a number of accounting firms in Southern England and the training and coaching of senior personnel Delivery of a major sales training programme for the key account managers of a global telco and coaching of sales leaders Development and delivery of a sales training programme for a national scientific research organisation David has a wealth of business experience gained over 30 years of working at a high level in global organisations and as a CEO in his own right. He combines this with a profound understanding of the way in which adults learn and develop through a high level of academic study and significant experience in the field. David delivers this in a highly pragmatic and practical way that makes it easy to apply the specific change needed to radically improve performance – both individually and as an organisation His particular expertise in the field of major sales and leadership has served many of his clients extremely well. Most report an improvement in their sales velocity of between 25-50% as a result of David’s work with them David has an in depth understanding of effective communications practice including delivering effective presentations, understanding the information gathering and decision making styles of others and managing effective meetings and decision making David is passionate about the development of personal and organisational capacity. He is highly effective working with individuals and teams to help them identify their goals and develop an action plan to achieve them. He has contributed to cultural and personal transformations in some of the largest as well as smaller organisations David is a highly skilled facilitator of senior teams. He has demonstrated an ability to draw out the key issues for those teams and to focus them on developing action plans and executing them to deliver strategic value for their organisations. He has also facilitated a wide range of key account strategy reviews and critical opportunity reviews for major Education David holds a Master of Arts in Management Learning and Leadership from Lancaster University. He is a Fellow of the Institute of Sales and Marketing Management (ISMM) and a Fellow of the British Institute for Learning and Development. He is also an accredited Myers- Briggs Type assessor