Course Methodology

The course relies on the use of a variety of case studies and exercises to develop a consistent approach to sales team management. Group presentations and self-assessment tools will also be used to create a shared language around key sales management competencies.

Course Objectives

By the end of the course, participants will be able to:

• Demonstrate traits of an excellent sales manager facing modern market challenges
• Design and deliver sales strategies, organize sales territories, and use different forecasting models to optimize sales results
• Employ and train the sales team to generate increased sales and profits
• Conduct sales coaching and counseling sessions effectively
• Project leadership and team building abilities to improve sales and retain people
• Carry out productive sales performance reviews and use a wide array of sales performance evaluation models

Target Audience

The course is designed for sales directors, managers and supervisors who have a desire to increase their team’s overall performance, productivity and profitability. It is also directed towards managers who want to increase the value they deliver to their sales reps and organization. Finally, the course will be a perfect fit for sales professionals new to or considering a move to a management role.

Target Competencies

• Sales team management
• Sales planning
• Territory and key account management
• Sales coaching skills
• Sales performance evaluation
• Sales leadership
• Team building and management
• Forecasting techniques