Sales Management

Sales Management Program ensures that, in today’s competitive sales environment, Sales Managers have the skills and processes to improve sales productivity and sales performance. They not only need to be Sales Managers, they also need to be Sales Leaders, Sales Mentors and Sales Coaches. SMP is a highly interactive one, two or three day program that teaches Sales Managers to generate business and productivity improvements by maximizing the performance of their sales teams.

SMP focuses on ‘Managing the people’, ‘Growing the business’ and then ‘Managing the business’. The participants will learn how to effectively coach their people to improve their skills; how to manage the pipeline to ensure forecast accuracy; how to ensure that their focus accounts are being managed in the most effective way to maximize the return; how to ensure that opportunities are being managed to improve the win-chance and finally how to coach their people to prepare for and carry out important sales calls on their clients.

Throughout SMP, Sales Managers gain a greater understanding of their role and a greater awareness of the kinds of activities and behaviours that stimulate outstanding sales force performance at an individual and team level.

Download Course Outline in PDF format

Program Outline

• The sales manager role

• Managing your people

• Managing your pipeline

• Managing your accounts

• Managing your opportunities

• Coaching your sales calls


Who Should Attend? This program is for Sales Executives and Sales Managers.

How will participants benefit?

The business benefits of the Sales Management Program are to:

• Coach their people to maximize the performance of the sales team.

• Optimize the balance between business results and people development.

• Create results oriented action plans to lead the sales force effectively.

• Improved management of the pipeline to ensure forecast accuracy.

• Ensure that their sales teams have a greater understanding of the customers business to enable their teams to sell on value instead of price Lead and manage change, both the anticipated and the unforeseen.

• Increase revenue through more effective management of accounts and opportunities.

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