Indicator DRIVE2

DRIVE Consistency . DRIVE Capability . DRIVE Performance

Indicator Sales Academy

Training has been proven to be most effective when embedded over time. Bite-sized sales development, reinforced on a monthly basis. Sales Professionals improve skills, gain focus, and improve conversion rates.

Indicator Online Sales Academy

INDICATOR’s unique Sales Academy is delivered via scheduled online interactive monthly workshops.

Develop the habits, mindset and momentum which drive sales success.

Sales is a fundamental business discipline critical to the success of all companies, yet many in sales have fallen into the profession with limited formal development and have had to carve out their own approach to customer engagements.

At Indicator we know that great sales performance is built through consistent, intentional activity - knowing who to engage, how to connect, and how to move each conversation forward. One workshop can spark change, but ongoing development is what makes it stick.

Indicator DRIVE makes continuous development accessible anywhere in New Zealand or Australia.

Indicator DRIVE

Indicator DRIVE is an 8-month online live development programme built for B2B salespeople, business owners, and account managers who are serious about improving their sales performance.

"85% of sales engagements fail to meet buyer expectations."


- Forrester Research

How it works

Each month, DRIVE members take part in sessions that mix presentation with hands-on participation. Every topic introduces new ideas, while members bring their own sales challenges to the table for live discussion and feedback.

Continuous learning and accountability are at the heart of Indicator DRIVE. Salespeople are encouraged to put new techniques into play right away, then refine them over time. With every session, members build their confidence, developing sales behaviours that last.

Topics we cover

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Psychology of Sales

Selling is a psychological endeavour. This module helps sales professionals examine their own mindset, build resilience and maintain personal effectiveness. We also unpack the psychology of customer decision-making and what salespeople should focus on to influence better outcomes.

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Strategic Sales Focus

Sales results are driven by three key factors activity, focus and quality. This module helps sales professionals identify where to invest their time and energy by using a qualification model for prospects and existing accounts, ensuring effort is directed where it will deliver the strongest short- and long-term results.

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Making Meetings Count

Every customer interaction matters. This module helps salespeople move beyond “catch-up” meetings by preparing effectively, opening conversations with purpose and ensuring every engagement delivers value for the customer.

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Discovery as competitive advantage

We understand your business" is a standard industry message, yet the ability to truly demonstrate that insight is far less common. This module introduces the Curiosity Model and WIDTH questioning techniques to help sales professionals uncover deeper customer needs, motivators and business context - and turn insight into advantage.

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Technology & Sales

Technology is reshaping sales. This module introduces salespeople to some of the latest tools, and shows how technology can improve productivity, accelerate the sales cycle and create more data-driven value for customers.

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Getting it across the line

Even the most robust sales processes can falter at the final hurdle when a sales professional lacks confidence during the closing stage. This module builds confidence in the close by exploring ways to transition toward commitment, handle objections with structure and navigate price conversations effectively.

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Connecting with Customers

When we are in rapport with our customers we get better quality answers to our questions. This module explores the seven key elements of powerful first impressions and helps salespeople recognise and adapt to each customer’s preferred communication style.

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Keys of Persuasion

In the modern sales environment, competitive advantage is defined as much by how we sell as by what we sell. This module gives sales professionals a practical model for crafting tailored, persuasive messaging that connects the sales proposition directly to each customer’s needs, moving beyond the common “feature-dump” approach.

Multiple Membership Offer

Looking at placing multiple team members on the programme? Talk to us about our Multiple Membership offer.

What our clients say

We find that we often employ people with the right attitude but not always the right skills or knowledge and this is where Indicator's Sales Development Programme can really add value.

Richard Hawker
Chief Revenue Officer, ICT

Indicator's Sales Development Programme was genuinely worthwhile. It gave me a much better understanding of sales, communication, and customer engagement, and I still use a lot of what I learned day to day.

Nathan Woolmore
Sales Engineer, Asmuss 

I have just been promoted into a Sales and Account Manager role, and I couldn’t have done it without the tools and confidence I have developed since working with you in skill development.

Lisa Adams
Sales & Account Manager, TR Group

Jason has come a long way since he first attended, and his confidence levels have increased 2-fold and that is turning into business for him.

Aaron Jones
Senior Commercial Partner, BNZ

I love this format. I have done sales courses over 2 full days which is intense and the information is an overload. The information is soon forgotten as is the interaction with other participants. Having a short sharp session once a month is great, it's digestible and engaging, I tend to put what I have learnt into practice instantly. Great concept!

Sam Bensley
Motul

Indicator's Sales Development Programme has provided practical real-world insights and techniques resulting in huge improvements in our processes and sales volumes.

Brani Mead
UiRevolution

With 950% growth over 18 months - yes, I would say Indicator's Sales Development Programme for salespeople was a success!

Jason Ennor
MyHR

Meet our Team

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Michael Fooks

Programme Facilitator

Michael Fooks

Programme Facilitator

Empowering people and teams to think, act and perform differently

Michael is a compelling and energetic trainer who captures audience attention with his straight-talking approach. After a decade of success in IT sales and leadership, he shifted his focus to developing others full-time. Since 2004, he’s worked with some of New Zealand’s largest organisations, helping people build new skills, attitudes and capabilities that create lasting change.

With an academic background in psychology from the University of Auckland, Michael is certified as a Master Practitioner of NLP, holds a diploma in clinical hypnotherapy, and is accredited in multiple communication and behavioural tools including Transforming Communications, DISC, TetraMap, and the Language and Behaviour (LAB) Profile.

Michael has a unique ability to quickly identify the core of a client’s challenge and guide them toward new ways of thinking, unlocking performance, confidence, and positive change, often with a few laughs along the way.

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Simon Dickson

Programme Facilitator

Simon Dickson

Programme Facilitator

Building momentum and capability in teams

Simon is an energetic leader with more than 25 years’ experience as a business owner and sales leader. He thrives in fast-paced, high-growth environments where strategy, structure, and people all come together to deliver results.

Having managed and advised multiple businesses through periods of rapid change, Simon brings a deep understanding of what it takes to drive performance while keeping teams engaged and supported. At Indicator, he works with businesses to develop and implement sales strategies, build capability, and embed change that sticks.

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Justine Beguely

Programme Manager

Justine Beguely

Programme Manager

Building capability and confidence in sales teams

With over 20 years’ experience across technology, hospitality and tourism, Justine has worked with both global and privately owned organisations to grow and develop high-performing sales teams. She understands the real-world challenges sales leaders face, from balancing targets and team development to delivering consistent results.

At Indicator, Justine manages sales programmes and mentors individuals and teams to reach their full potential. Known for her practical approach and deep understanding of the sales environment, she helps people build the confidence, capability and structure needed to succeed.

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Franky Slight

Programme Support

Franky Slight

Programme Support

Supporting seamless delivery and client experience

Frankie plays a key role in supporting Indicator’s sales and programme functions, managing CRM administration and updates, coordinating programme logistics, maintaining collateral and assisting with client evaluations and enquiries.

A university graduate with a background in nutrition, Frankie has recently transitioned into the world of sales. Her curiosity, organisation and people-first approach bring fresh energy to the team. Passionate about learning and continuous growth, she’s focused on building meaningful relationships and ensuring every client interaction runs smoothly.

DRIVE potential. DRIVE performance. Join Indicator DRIVE.