Managing a Sales Team

This is a 2 day course

1. See bottom of page for scheduled course dates.

2. If you have 4 or more delegates we can schedule a course for you, or run it in-house. Please contact us online or call us on 0115 9849940 for more details.

Who will benefit: This course is designed for individuals who are, or will be responsible for, managing a sales team, either office or field based. This course examines the role of the Sales Manager and the actions required to build, develop and control a motivated and target-achieving sales team.

Objectives: By the end of the course participants will be able to:

  • Understand the role and responsibilities of the Sales Manager
  • Define and set objectives to generate sales activity
  • Plan and deliver effective sales meetings
  • Understand the main principles of motivation and how to apply them
  • Identify any potential skills gaps within the team and take the necessary corrective action
  • Understand the dynamics involved in building a successful team

Module One – The role and responsibilities of a Sales Manager

  • The qualities and skills of a Sales Manager
  • Recognising your management style and how it impacts on others
  • Your role – manager or leader?
  • The Functional Leadership model

Module Two - Defining and setting objectives

  • Key performance indicators
  • Measuring performance
  • Planning the workload
  • The art of delegation

Module Three – An introduction to training and coaching

  • Defining a skills gap – both team and individual
  • Deciding on the priorities
  • Training
  • Sources of training
  • Types of training
  • Coaching
  • When and how to do it
  • Your part during the call
  • Build on their strengths
  • How to give feedback without de-motivating
  • Debriefing and follow up

Module Four – Motivating and Team Building

  • The principles of motivation
  • The three key steps to motivation
  • Money as a motivator
  • What makes a team?

Module Five – Sales initiatives and incentive schemes

  • Relevance
  • What is the purpose?
  • Themes
  • Timing
  • The golden rules

Module Six – Effective sales meetings

  • The importance of the sales meeting
  • When, where and what about?
  • Preparation for the meeting
  • Running the meeting

Scheduled Courses:

This course is not currently scheduled. Please contact us for further details.



For further details contact our sales team:
Telephone: 0115 984 9940
Fax: 0115 921 5352
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