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:

• Understand the key competencies of effective sales management.
• Develop strategic sales plans aligned with business objectives.
• Motivate and coach sales teams for peak performance.
• Evaluate and improve sales processes and systems.
• Foster collaboration between sales, marketing, and operations.
• Implement ethical and customer-centric sales practices.

DAY 1

The Role of the Sales Manager

• Welcome and introduction
• Pre-test
• Key responsibilities and success factors in sales management
• Leadership and communication skills
• Understanding sales processes and customer lifecycles
• Setting clear objectives and KPIs

DAY 2

Strategic Sales Planning

• Sales forecasting and territory management
• Aligning sales goals with business strategy
• Resource allocation and budgeting
• Market segmentation and opportunity analysis
• Practical workshop: developing a sales plan

DAY 3

Leading and Motivating Sales Teams

• Coaching and mentoring techniques
• Motivation and performance-based incentives
• Conflict management and team dynamics
• Managing remote and diverse sales teams
• Role-play

DAY 4

Measuring and Improving Sales Performance

• Key performance metrics and dashboards
• Pipeline management and conversion analysis
• Identifying process inefficiencies
• Continuous improvement through feedback and data
• Case study

DAY 5

Future of Sales Management

• Digital tools and CRM integration for sales effectiveness
• Emerging sales technologies and automation
• Building a culture of excellence and accountability
• Post-test
• Certificate ceremony