Course Details

This course is appropriate for a wide range of professionals but not limited to:

• Sales Managers, Team Leaders, and Regional Sales Heads
• Business Development and Key Account Managers
• Aspiring Sales Leaders looking to step into managerial roles
• Entrepreneurs and SME Owners responsible for sales team performance
• Sales Enablement and Operations Professionals supporting front-line sales

• Expert-led sessions with dynamic visual aids 
• Comprehensive course manual to support practical application and reinforcement 
• Interactive discussions addressing participants’ real-world projects and challenges 
• Insightful case studies and proven best practices to enhance learning

By the end of this course, participants should be able to:

• Develop and implement a strategic sales management plan aligned with business goals.
• Lead and build high-performing sales teams through effective hiring, onboarding, and development.
• Set realistic and motivating targets, quotas, and KPIs based on data-driven forecasting.
• Coach and motivate team members for peak performance using proven techniques.
• Use modern CRM and digital tools to monitor, manage, and enhance the sales pipeline.
• Resolve customer issues, handle objections, and close key accounts with confidence.
• Drive continuous improvement in sales systems and culture.

DAY 1

Strategic Sales Leadership

• Pre-test
• The evolving role of sales managers in modern business
• Aligning sales goals with business strategy
• Creating a value proposition and customer-centric approach
• Competitive landscape and market segmentation
• Workshop

DAY 2

Building and Developing High-Performance Teams

• Recruiting and selecting top sales talent
• Effective onboarding and training strategies
• Creating a culture of accountability and performance
• Role clarity, communication, and team alignment
• Exercise

DAY 3

Sales Forecasting, Planning, and Territory Management

• Sales forecasting models and tools
• Setting SMART goals, quotas, and performance indicators
• Territory design and customer segmentation
• Sales pipeline and funnel management
• Exercise

DAY 4

Performance Management, Coaching, and Motivation

• Coaching frameworks (GROW, CLEAR, OSCAR models)
• Giving feedback and conducting performance reviews
• Understanding and using motivational drivers
• Dealing with underperformance and resistance
• Role-Play

DAY 5

Key Account Management and Digital Sales Tools

• Managing strategic accounts and long-term clients
• Negotiation tactics and closing strategies
• Leveraging CRM, analytics, and sales automation tools
• Monitoring performance through dashboards and KPIs
• Final Exercise: Action plan for excellence in sales management
• Post-test