Managing a Sales Team

Success in a sales management role includes both meeting sales targets and building a strong team capable of creating long term relationships with clients. You will explore both dimensions during this intensive course.


3 Days (1 day per week for 3 weeks)
9, 16 & 18 October



The role of the contemporary sales manager is complex. It frequently involves a balancing act between pushing hard to achieve personal and team goals whilst also supporting, developing and coaching individual team members. In addition, the sales manager may also have their own sales target to achieve.

All of these differing elements will be covered in this comprehensive program designed to deliver the essential knowledge and skills required to succeed. You will be taken through the discipline of identifying individual and team targets, forecasting, planning and client allocations.

This includes navigating the sometimes difficult conversations with team members to negotiate objectives and targets. Equally important, the course will guide you through the strategies to coach and develop team members to give them the maximum opportunity to achieve their targets.

This course offers aspiring and current sales managers a rich and intensive program to help them build a champion team.

Who will benefit

Current and aspiring sales managers who want to develop a high performing sales team, and who want to learn how to maximise the sales from their market segments.


  • The key result areas of a sales manager
  • Building a successful sales team
  • Sales planning, forecasting and budgeting
  • Measuring the performance of field sales people
  • Incentives and compensation options
  • Motivating the team
  • Counselling, discipline and appraisal interviews
  • Making presentations
  • Coaching others who give sales presentations.

Learning Outcomes

Participants should be able to:

  • Plan sales operations
  • Direct the sales team
  • Evaluate sales team effectiveness and performance
  • Prepare a presentation
  • Build and maintain networks
  • Review current business performance and capability
Related Results

Sell customer focused solutions to meet customer needs. This course is ideal for people who are new to selling or who consider themselves as 'non-salespeople'. You'll discover the essential principles of selling and we'll remove any fear you may have of being seen as high pressure or manipulative. 

This highly practical and interactive course will provide you with a clear framework to prepare a successful business plan and to tailor it to the needs of your organisation or business unit.

First impressions really do count. Discover what great customer service looks like in order to make this a positive impression every time. This course covers both external and internal customers and will also offer practical steps on how to handle difficult customers.

Sharpen your effectiveness in an ever-changing sales environment. In this sales course, you will explore and practice the skills to continuously move your prospects forward toward closing deals.

Courses - Frequently Asked Questions

Get answers to common queries.