A proven methodology for driving team success in sales management
Effective sales management is about unlocking a team’s potential to achieve outstanding performance. Our Sales Management Programme equips leaders with the skills to build a high-performing team, nurture a results-oriented culture and foster a collaborative environment that drives sustained success.
With a focus on real-world application, the Sales Management Programme ensures your sales managers are primed to seize opportunities and drive long-term growth.
For who
Sales
Managers
5+ years experience
Format
Face-to-Face
workshops
Virtual workshops
Self study
Duration
4 month
programme
35-40 hours
ProgramME Objectives
The Programme draws on our extensive global experience and understanding of how the top-performing organisations in the world achieve outstanding sales results. As a result of attending this training, participants will develop, refine and grow their skills at:
- Leading a sales team:
Equip participants with the leadership skills to guide their team to achieve stretching targets - Nurturing a healthy sales culture:
Optimise team performance by building an empowering team culture and learning how to coach effectively - Building team accountability:
Manage operational work in line with strategic objectives, allocating time and effort to the highest value activities and delegating effectively - Feedback on performance:
Train participants in how to provide constructive feedback to support continuous improvement - Streamline collaboration:
Run results driven meetings and 1-2-1’s to accelerate action and empower team
Our Sales Management Programme
Navigating the sales process
Principles of effective sales management
Using the sales process as a compass to delegate, coach and set activity
Developing a sales strategy
building a healthy sales culture
Understanding what builds culture
Build team accountability and ownership
Balance multiple responsibilities
Reward and recognition
my role as sales manager
Who am I as a sales manager and what do I bring?
Why should my team follow me?
Identify the tools to help me to support my team
Set and communicate clear goals
Coaching for high performance
Practical session using the GROW model to focus on common scenarios
Examples: Review CRM and sales funnel, analyse hit rate
aligning strategic direction
Set stretching goals and use CRM to navigate direction and performance
Link actions to business outcomes
Track and measure progress
