Event details Designed for travel industry professionals, ABTA’s advanced sales training day provides practical, expert-led guidance for travel professionals in sales leadership roles as well as individuals looking to progress to the next stage in their career.This hands on training will help you develop and implement an effective sales strategy, taking you through every stage of the sales process from building rapport and identifying customer needs to closing deals and supporting sustainable business growth. Use this training day to take a step back from day-to-day operations and focus on developing your strategic leadership capabilities. You'll learn how to move beyond operational management, create an effective sales and service strategy, implement it across your team, and ensure buy-in from senior leadership. Get practical tips and techniques to help you build a motivated, successful, and skilful sales team. Learn how to upskill your team and foster a high-performance culture of continuous improvement through effective coaching, mentoring, and feedback. Discuss the challenges facing today’s sales leaders, explore innovative sales approaches and understand how AI can be leveraged as a powerful sales tool to improve performance and productivity. With over 40 years of combined experience in sales, team development, and strategic leadership, expert trainers Helen Roberts and Roberto Balasco will guide you through a comprehensive training day designed to strengthen your strategic thinking, enhance your leadership skills, and build confidence in your ability to drive sales success. Sessions Sales and service roadmap for travel businessesDeveloping a strategic mindset in travel sales leadershipPractical exercise: translate your vision into measurable objectives and KPIsHow to be seen as a leader: do’s and don’tsEnsuring senior leadership buy-inCommunicating and embedding the sales and service strategyPractical exercise: Upskill your team: coaching, mentoring, and feedbackCRM for high-performance sellingIndustry case study: using AI to enhance the sales experiencePanel discussion: Hear industry perspectives and guidance on well-being; setting boundaries; managing workloads; delegating tasks and future trends and innovations in sales. Trainers Moderators: Roberto Balasco, Head of Membership, ABTA Head of Membership at ABTA, Roberto Balasco is a seasoned sales leader with 28 years of experience in the travel industry. He has a proven track record of managing large international sales teams, generating significant revenue, and achieving high employee engagement scores. Roberto has held key positions at Kenwood Travel, Celebrity Cruises, Kuoni, and Thomas Cook, where he excelled in driving sales, enhancing customer experience, and leading diverse teams. Helen Roberts, Leadership and Sales Coach Helen Roberts is a Leadership and Sales Coach with 19 years at Kuoni, including nine as Sales Director. She inspires high-performing teams to deliver outstanding customer experiences and exceed targets. Helen now helps founders, directors, and sales leaders maximise performance and well-being through her coaching program and business consulting, focusing on effective sales processes and service models. Benefits Benefits of attendingTransition from an operational leader to a strategic one: discover your own personal core values and how they aid decisionsDevelop a sales and service strategy: best practice, myth-busting, and quick winsTranslate your vision into measurable objectives and KPIs: learn to set clear, actionable goalsHear the latest innovations and advances in sales techniques including more personalised interactions and the use of AIDeliver effective and engaging communications to bring your strategy to life and inspire your team Upskill your team: learn how to drive a high-performance culture by understanding effective coaching, mentoring, and impactful feedback deliveryGet tips on how to communicate your strategy to your senior leadership team and ensure buy-in. Who should attend? Sales professionals from travel and tourism companies of all sizes (tour operators and travel agencies), including the following: Sales managersHeads and directors of salesAnyone in charge of setting the sales strategy in a travel company A high energy training session packed with practical ideas, brilliant discussions and so key takeaways put into practice. Thank you Helen & Roberto. Sally Ward, CV Villas As always with Helen and Rob we just never have enough time as they have so much insight to share. I think they work brilliantly together. This is the 2nd training course I've done with them and always got so much out of the day. Amy Gibbs, Jules Verne Thank you for the yesterday training session. It was informative, engaging, and well-organized. I especially appreciated the interactive elements, and I’m looking forward to applying the insights in our daily work. Tenzing Karki, Caribbee Prices ABTA members & Partners Early bird rate - £269 Standard rate - £299Early bird rates will expire on 15 January. This includes lunch and refreshments throughout the day, all delegate materials, presentations and an attendee certificate.Make payment by credit or debit card.View our booking terms and conditions here.*To qualify for the ABTA Member/Partner discount you must have a current ABTA Member/Partner number or your application must be in progress when the event takes place. Register now Non-member Early bird rate - £419Standard rate - £449Early bird rates will expire on 15 January. This includes lunch and refreshments throughout the day, all delegate materials, presentations and an attendee certificate.Make payment by credit or debit card.View our booking terms and conditions here.*To qualify for the ABTA Member/Partner discount you must have a current ABTA Member/Partner number or your application must be in progress when the event takes place. Register now Discounts Book three places and get 50% off the third place.(This discount will be automatically applied when you book online.)If you are looking to book for a larger group please contact events@abta.co.uk for a bespoke discount. Register now
A high energy training session packed with practical ideas, brilliant discussions and so key takeaways put into practice. Thank you Helen & Roberto. Sally Ward, CV Villas
As always with Helen and Rob we just never have enough time as they have so much insight to share. I think they work brilliantly together. This is the 2nd training course I've done with them and always got so much out of the day. Amy Gibbs, Jules Verne
Thank you for the yesterday training session. It was informative, engaging, and well-organized. I especially appreciated the interactive elements, and I’m looking forward to applying the insights in our daily work. Tenzing Karki, Caribbee
