Sales Management Skills

As selling becomes more complex and demanding, sales managers have to be able to mobilise and motivate their teams to perform well above the acceptable level. A field sales manager can only be successful if they first recognise that their role is primarily that of a coach, not a sales person in order to lead and motivate a sales team to achieve outstanding results.


This programme offers each participant the opportunity to clearly understand what the two key ingredients of being a high performing sales manager are. Firstly, to Train, Coach and Develop the sales team whose skills must not be allowed only to be 'shaped' by events, behaviours and attitudes and secondly to Lead and Support the team upon whom a company is dependent for its profit, its success, its growth, its future and its survival in today's competitive world.


The programme uses self-analysis and simulations including extensive opportunities for each participant to 'have a go' at managing typical sales management problems and opportunities. There are many practical and proven ideas to help develop the skills required to manage and build a successful sales team.


Who will the course benefit?


Field sales managers, area or regional sales managers, and all other executives whose ability to motivate and manage sales people is of paramount importance. The programme is ideal for those at the first level of line management, many of whom will have the dual responsibility of managing and selling.


Course Objectives:


To enable delegates to develop the skills of an effective Sales Manager. To develop Personal Management and leaderships skills.


Course Duration: 3 days



This course will enable delegates to:


  • Identify the key differences between selling and managing
  • Adopt the style of sales leadership most likely to get the best results in different situations
  • Become pro-active in behaviour; including forward thinking and planning
  • Become a dynamic team builder, motivating people at a distance, stimulating team thinking and group performance
  • Learn how to organise and run effective, motivational and results oriented sales team meetings
  • Apply the skills of sales force motivation and recognise the damaging effect of de-motivation upon an individual and team.
  • Recognise the importance of teamwork and individual accountability in planning, setting and achieving targets
  • Use effective financial and non-financial incentives to motivate
  • Recruit people who can sell; from defining the job specification and person profile, advertising, the interviewing process, through to final selection
  • Understand how technology, particularly the Internet, can be used by the manager and team to increase sales effectiveness
  • Manage the team's performance, including ongoing training and coaching, undertaking of counselling and disciplinary interviews and dealing with dismissal cases
  • Increase personal effectiveness through their self-management skills, task prioritisation and effective delegation and the effective handling of paperwork, e-mail and voice mail
  • Introduce and develop a genuine team relationship between manager, salesperson and sales


Full Course Description:

sales management.pdf
Adobe Acrobat document [230.8 KB]

Contact us

Advocate Training & Consultancy
Fern House The Street Little Totham
Fern House, The Street
Maldon, Essex CM9 8JQ
Phone: 01621 892800 01621 892800
E-mail address:
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