Sales Management Program

Course information:

A successful sales manager’s job is to provide clear direction and support to his/her team enabling them to excel and develop to reach their full potential.  Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different than the skills of a sales person which is one of the key points that this program will be focusing on.

Course objectives:

By the end of this training course participants will be able to:

  • Understand the roles and responsibilities of a sales manager
  • Learn skills to achieve better results through their teams using sales plans and targeting techniques
  • Clearly understand how to prepare a sales forecast and a sales plan for their sales operation
  • Properly observe, evaluate and give feedback to team members and set performance development objectives using assessment tools supplied and provided within the training program
  • Explore ways to motivate their sales teams and create a more motivating environment.
  • Run more effective sales meetings and morning huddles to inspire and motivate and provide clear direction to their sales team members.

Course outlines:

Module 1: A Strategic look at sales management:

Sales management – is it strategic or tactical?
What are my CSF’s? – Critical success factors.
SWOT and PESTLE analysis.

Module 2: Sales Forecasting:

What is forecasting and how it can help sales performance?
Identify different forecasting methods.
Follow a simple 4 step process to create a sales forecast.
Avoid common forecasting pitfalls.

Module 3: Sales Planning:

Setting up your sales strategy.
Put together the main components of your sales plan.
Specify sales tactics to achieve strategy
Sales planning best practice examples.
Practical skill practice activity – Create a sales plan for your sales operation

Module 4: Sales performance management:

Setting sales objectives.
The 3-step sales performance control plan.
Guidelines for proper sales performance evaluation.
Handling the underperforming sales team member.

Module 5: Motivating your sales team:

What motivates us?
Knowing your team inside out.
Creating a motivating environment for your team.
Understand the factors that combine and drive personal motivation.

Module 6: Running effective sales meetings:

Effective versus badly run sales meetings
Planning your sales meeting sequence.
Successful sales meeting checklist.
Team huddle versus team meeting.


September, November

2 Days course – 8 hours each Day

October, December

2 Days course – 8 hours each Day

Other Qualification
Business Courses, Sales, Marketing, & Customer Service
With Certification

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