Course Details

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

• Sales managers, supervisors, and team leaders.
• Business development professionals and key account managers.
• Marketing and commercial managers responsible for revenue growth.
• Entrepreneurs and executives seeking to strengthen sales leadership skills.

• 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 will be able to:

• Understand the evolving role of the sales manager in today’s competitive market.
• Develop advanced forecasting, territory, and pipeline management skills.
• Lead and motivate high-performing sales teams effectively.
• Implement strategic account management and customer retention plans.
• Analyze performance metrics and leverage data for decision-making.
• Build sustainable relationships that enhance long-term business growth.

DAY 1

Introduction to Advanced Sales Management

• Welcome and introduction
• Pre-test
• The role and responsibilities of the modern sales manager
• Overview of the sales management process
• Essential leadership traits in sales management
• Understanding market dynamics and customer behavior

DAY 2

Sales Planning and Forecasting

• Developing effective sales plans and setting realistic goals
• Forecasting and territory management techniques
• Pipeline management and opportunity tracking
• Aligning sales objectives with corporate strategy
• Tools and systems for sales performance monitoring
• Case studies

DAY 3

Leading and Motivating Sales Teams

• Leadership styles and their impact on sales performance
• Coaching and mentoring for skill development
• Motivational techniques for diverse sales teams
• Managing conflict and building team cohesion
• Performance evaluation and feedback strategies
• Workshop

DAY 4

Strategic Account and Customer Relationship Management

• Key account planning and customer retention strategies
• Negotiation skills and value-based selling
• Managing customer expectations and satisfaction
• Building long-term partnerships through trust and service excellence
• Case studies: successful account management practices

DAY 5

Measuring Sales Performance and Future Trends

• KPIs and analytics for evaluating sales success
• Digital transformation in sales management
• Adapting to changing buyer behavior and new technologies
• Post-test
• Certificate ceremony