Sales Management

Who should attend?

This course is suitable for new, existing and potential sales managers who want to acquire or refresh the knowledge needed to run a successful sales team and achieve maximum results.

Course Aims & Objectives

The purpose of this course is to give delegates the appropriate tools to efficiently manage a prosperous team of sales professionals.

By the end of the course delegates will be able to:

  • Identify the key attributes of a successful sales manager
  • Interview and select successfully and build unity, motivation and trust in a sales team
  • Train new team members, set performance standards and conduct performance evaluations, and identify and improve substandard performance
  • Conduct effective sales meetings
  • Devise a plan of work that can be implemented into their job role

Course Outline

  • Course Introduction
  • The transition to Sales Manager
  • Successful Sales Teams
  • Building Relationships
  • Coaching Sales People
  • Giving Effective Feedback
  • Motivating Sales Teams
  • Setting Clear Expectations
  • Key Performance Indicators (KPIs)
  • Discipline
  • Managing Poor Performers
  • Time Management
  • Managing Sales Territories
  • Succession Planning
  • Recruiting Sales Professionals
  • Running Sales Meetings
  • Forecasting Sales Revenue
  • Action Plan


Certificates of attendance will be awarded to delegates upon completion of the course.


2 Days


We can offer courses on company premises for a maximum of 12 delegates or upcoming open courses in your local area.

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