PROGRAMME

Sales Leadership Growth Lab: Real Tools. Real Impact.

From uncertainty to predictable sales growth - in just four hours a month.
R 12 500 (~$768.03) PP PM · Launch: R6995 PP PM (Excl. VAT) (20% launch saving; billed monthly in advance)
Apply for April Cohort · 10 seats · Virtual
Stay as long as it works for you - cancel any time after 3 months
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The Problem: The Sales Management Gap Investment is rising. Manager capability is not.

Gartner forecasts enablement budgets rising by ~50% in the coming years. Yet:

  • Sales turnover still averages ~20% annually.
  • Nearly 90% of salespeople report burnout.
  • 87% of training is forgotten within 30 days without reinforcement.
  • Forecast inaccuracy persists across industries.

The common denominator?
Sales managers are promoted for performance, not trained for leadership.

They are expected to:
  • Coach effectively
  • Inspect pipeline without defensiveness
  • Forecast accurately
  • Align Sales and Marketing
  • Recruit and ramp talent
  • Operationalise CRM
  • Manage conflict
  • Drive culture

Without a system.
SLGL builds that system.

What SLGL Actually Builds

The Operating System for Modern Sales Managers

SLGL is not generic sales training.
It is a structured 12-module programme that equips managers to operate across four dimensions:

Coach

Move from activity oversight to developmental leadership.
Master Socratic questioning, coaching zones, structured 1:1 cadence and behavioural reinforcement.

Check

Run disciplined pipeline and forecast reviews using structured qualification (MEDDPICC, CHAMP, BRIGHT), WDQT scoring, stage gates and probability hygiene.

Coordinate

Create team productivity operating agreements, CRM standards, Sales–Marketing SLAs and governance rhythms that reduce friction and improve accountability.

Connect

Develop leadership presence, conflict fluency, recruitment rigour and compensation alignment that strengthens retention and culture.
How the Programme Works

From Insight to Revenue Impact

Pre-Course Discovery

Assess context, capability and constraints.

Live Masterclass

Anchor key frameworks and align cohort thinking.

Targeted Self-Paced Learning

Lean modules across 12 critical management domains.

Field Challenge

Apply directly to real pipeline, forecast and team context.
Every assignment is revenue-linked.

Expert Coaching

Live group sessions to troubleshoot and embed.

Final Review & Certification

Scenario-based assessment (80% pass required).

The cost of doing nothing? 

Missed targets, rising costs, rep churn, and lost confidence from the exec team

  • The Growth Lab Promise
    A practical, cohort-based system that equips managers to lead through process, coaching, and data so the team sells more, with less chaos. 
  • The Sales Counsel has been a game-changer 
     “The Sales Counsel has been a game-changer for our sales enablement strategy and an absolute powerhouse when it comes to turning ideas into action. Their ability to bring structure, strategy, and insight into every aspect of the sales process has been invaluable to both me and my team.” - Sameshan, Metrofile

Why Sales Leaders Choose This Lab

Built by Practitioners, Not Theorists
Shelley Walters and team bring frontline sales leadership experience across Africa and globally. These are field-tested frameworks, not lecture notes.
Supported by Qualified Coaches
You’re guided by experienced, coach-certified facilitators who know complex B2B. Expect real feedback, role-plays, and help applying it to your deals.
Designed for Impact, Not Theory
Every module ships with plug-and-play tools, practical assessments, and clear next steps you can use with your team immediately.
Light on Time, Heavy on Outcomes
About 90 minutes per week. Focused live labs + bite-size implementation tasks—so you develop managers without derailing the day job.
Results That Stick
Over ten years we’ve helped managers build healthier pipelines, improve forecast accuracy, and lead higher-performing teams—consistently.

One Topic. One Deep Dive. Each Month.
We tackle a single high-leverage theme per month (e.g., pipeline reviews, forecasting) so managers learn, implement, and embed before moving on.
Community & Cohort
Join a curated peer group of sales managers. Get sound counsel, fast answers, and a trusted network that keeps momentum between sessions.

Meet Your Guide: Shelley Walters

With more than 20 years in frontline sales leadership, Shelley Walters has a reputation for transforming complexity into clarity. She has equipped thousands of managers across Africa and worldwide to lead with confidence.

As founder of The Sales Counsel and creator of Africa’s first remote selling school, Shelley is a PSASA Educator Hall of Fame inductee, an award-winning keynote speaker, and a passionate advocate for elevating sales leadership.

Her battle-tested 4C Framework: Coach, Check, Coordinate, Connect was forged in high-stakes environments and empowers leaders to build stronger teams and deliver predictable growth. Having trained over 20,000 delegates across five continents, Shelley brings a proven track record and a wealth of insight to every session inside the Sales Leadership Growth Lab.
Our team

Meet Your Facilitators

Andrew Grunewald

Executive Coach & Management Consultant
An award-winning management consultant, executive coach, and author with 15+ years’ experience, Director of NineLeaders, Henley Business School lecturer, and a LinkedIn Top Voice in Executive Coaching.

Anne Gray

Senior Facilitator and Coach
A seasoned business strategist and leadership coach with 20+ years’ experience helping service-based and healthcare-adjacent businesses drive digital transformation, operational efficiency, and sustainable growth.

Daniela Kelfkens

Facilitator & SALES Expert
An innovative and adaptable leader with over 20 years of international experience driving digital transformation, business growth, and high-performing teams through a blend of analytical thinking, creative strategy, and a strong commitment to talent development.

Gary Bezuidenhout 

Facilitator & Learning Expert
A seasoned learning and enablement leader with over 20 years of global experience in instructional design and technical training, having led 400+ projects and designed high-impact, scalable learning programmes that significantly improved workforce performance, customer satisfaction, and learner engagement.
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Bonuses when you enrol now

  • Founding Member Designation - a branded certificate, a LinkedIn badge, and permanent recognition on The Sales Counsel website as part of the April 2026 cohort. 
  • Ecosystem Assessment and Consultation - Value: R18 000. A 30-minute online one-to-one session with a Growth Lab facilitator.
  • Sales Leadership Toolkit -The full set of editable frameworks used across the Growth Lab curriculum. 
  • Learn from Practitioners, not theorists. Live labs, practical toolkits, and coaching you can apply to real deals immediately.
  • Full Access to Our Sales Book Club - Video book summaries on LearnWorlds, available throughout the programme.
  • Lifetime Alumni Pricing - Lock in today's rate on every future Sales Counsel programme.
Apply for April Cohort  •  Only 10 Seats Available

Your Learning Journey: From Insight to Real-World Impact

Cancel anytime after 3 months!

If the lab isn't working for you, cancel anytime after 3 months.

Frequently Asked Questions

Ready to Lead and Not Just Manage? What Are You Waiting For?

Make the call your team will thank you for.

R6995 PP PM (Excl. VAT) · Apply for April Cohort · 10 Seats Available · Virtual