Sales Management Training Course

Inspire, coach, manage and lead - a sales management training course for new and established sales leaders.

Gain reliable methods, techniques, and skills for achieving and sustaining ‘best in class’ sales team performance from this sales management training course.

What is the best sales management training?

1. Material based on best-practice research and professional experience.
2. Addressing the challenges faced by those who manage a team of mavericks. See the sales management challenges discussed below.
3. The opportunity to study the material in advance and use the session time for discussion, exercises, planning, and preparation.
4. The creation of action plans for adopting new practices and embedding new habits.
5. Delivery by an experienced sales manager.
6. Delivery by the course author.
7. Guaranteed results.

Discover new tools for turning the art of management into a reliable science.

Strengthen the sales process, increase task ownership, and master one-minute coaching. Maximise team member motivation and improve forecast accuracy.

Automate KPI feedback, lead effective meetings and hire the right people.

Manage difficult personalities and inspire individual performance.

Increase conversion rates, shorten sales cycles, and exceed sales targets.

Deliver consistent on-target or above-target sales performance by maintaining a highly motivated and effective team.

Sales Management Training Course Suitability Quiz:

Score yourself on each of the 'how to' or 'fact' statements below.

Give yourself a 3 if you can already teach others how to accomplish it.

Score a 2 if you can think of some ways to achieve the outcome.

Allocate 1 point if you are a little unsure.

Give yourself a 0 if you are guessing.

If your total score is over 40, could you have been over-generous with your scores? 

High scorers can benefit by selecting the things they are less certain of and then planning how to address them. You can take just the sections of our sales management training course that you need.

A score under 30 suggests that this course presents a significant learning opportunity.

Training creates space to strengthen strengths and address weaknesses. This professional sales management training course reveals new opportunities. It introduces new ways to optimise team performance.

Sales Management Training Content

• Introduction - Course aims, objectives, and learning management
• Role and Responsibilities - Prioritising the aspects of success
• Coach – Mentor - Manager - Understanding the differences and their impact
• The Manager as Coach - Essential skills and habits
• Motivation - How to leverage extrinsic and intrinsic motivation
• Motivating Delegation - How to delegate the right level of responsibility
• Motivating Appraisals - How to appraise, admonish, and praise
• Development Responsibility - How to help people help themselves
• Development Assignments - Have people set themselves the right objectives
• Hiring Mistakes - The cost of hiring the wrong people
• Recruiting Sellers - How to hire the right people
• Management Style - How to find the right balance
• Adapting for Personality - How to adjust communication for each person
• Sales Process - Driving results with process, strategy, and governance
• Sales Enablement Kit - Maximise efficiency, productivity, and results
• Sales Leadership - How to fulfil both sales leadership and management roles.
• Meeting Management - How to have productive and motivating meetings
• Planning for Success - Driving results with strategy and plans
• Change Management - How to engineer change
• Review and Next Steps - Actions that get results

Who should attend:

Sales managers, directors, and those in sales leadership roles who carry the responsibility for achieving or exceeding sales targets. If you lead, manage, or direct a field sales team and are responsible for ensuring they meet revenue or profit objectives, this course will vastly expand the tools, methods and practices you can use to achieve these aims.

Schedule a call with the course author, Clive Miller, to learn more.

Typical Participant Comments

Helpful to sort out thoughts, identifying areas for improvement. Provided many tools to use for the team to excel. Good discussions and round table. Good level of homework between sessions. Aquilex

The course covered all the areas we requested and injected a lot of new thoughts into the way we manage and sell. NCE Europe

Excellent course. It helped me understand all the aspects of Sales Management, some of which I knew I needed to improve but didn't know how. Elyzium

Additional Benefits

• Flexible 'learning by doing' training
• Workplace assignments develop new habits and practices
• Tools, templates, frameworks, and examples save time and aid learning
• Common language improves communication and teamwork
• Promotes adoption of 'best practice' habits and methods
• Improves job satisfaction and motivation
• Increases sales results

One-to-One Delivery

• Sessions are scheduled to suit participant needs.
• Includes presentations, tools, templates, and session recordings.
• £1995 for up to ten 2-hour or twenty 1-hour virtual sessions.
• £150 per 1-hour session for selected content.
• See the booking page here for variations.
• Learn More.

Group Delivery

• Includes presentations, tools, templates, and session recordings.
• £7995 for up to ten 2-hour or twenty 1-hour virtual classroom sessions.
• £450 per 1-hour session for selected content.
• See the booking page here for variations.
• Learn More.

Traditional Classroom

• Delivery over one or more days at a conference venue or the customer's offices.
• Learn More.

How does sales management training change things?

Sales Team Integration: Following the merger of related software and hardware businesses, sales teams across the US and UK were operating in silos with varying strategies and inconsistent client experiences. Sales managers lacked a unified leadership approach, leading to friction and customer churn. Senior management selected a five-session virtual sales leadership programme, focusing on cross-regional communication, unified client engagement, and collaborative account planning. In the following six months, customer satisfaction scores increased by 34%, enterprise account sales increased by 16%, and overall sales by 9%

"The programme aligned our managers with a common playbook, which turned our global chaos into a competitive advantage." Sales Ops Director

Sales Leadership for a Professional Services Firm: Sales and marketing staff were primarily reactive and lacked a consistent prospecting framework. The leadership wanted to reduce involvement in the business and needed managers to take over responsibility for new business generation. We delivered a paced sales Management course focusing on process development, managing through governance, and coaching skills. New clients doubled, and business from existing clients increased by 17% in the following twelve months.

"This training helped our managers think beyond delivery — they now lead growth." Senior Partner:

Accelerating Growth: Facing stiff competition and commoditisation, a logistics company struggled to differentiate through its sales approach. Sales managers were spending most of their time firefighting issues rather than enabling their teams to sell consultatively. As a result, win rates were stagnating and margins were shrinking. They opted for a consultative sales leadership course tailored for senior sales managers. The focus areas included leading deal reviews, coaching a consultative selling process, and strategic planning. Their win rate improved from 18% to 28%. Sales managers reported twice as many coaching interactions per salesperson, and gross margins improved by 4%.

"The training helped our managers shift from task orientation to strategic enablers — and the numbers speak for themselves." Regional Sales Director

No Sure? Consider the Challenges of B2B Sales Management

Managing a Business-to-Business (B2B) sales team presents unique challenges and difficulties that require astute leadership, strategic planning, and effective communication to overcome. The complexities of B2B sales, characterised by longer sales cycles, larger deal sizes, and multi-stakeholder decision processes, compound these challenges, demanding a nuanced approach to sales management.

One of the primary challenges in managing a B2B sales team is navigating the extended sales cycles typical in B2B transactions. Unlike Business-to-Consumer (B2C) sales, where purchases are often impulsive and immediate, B2B sales involve careful deliberation and multiple interactions. This prolongs the sales process, sometimes stretching it over months or even years. Sales managers must therefore foster patience and persistence among their team members, while also implementing strategies to keep the sales pipeline moving and prevent deals from stalling.

Another significant difficulty is dealing with the complexity of B2B transactions. Sales in this context often involve high-value products or services, which are inherently complex and require deep technical knowledge. Sales teams must be well-versed in the intricacies of the products they are selling and capable of addressing detailed technical questions from clients. This necessitates ongoing training and development, which can be resource-intensive but is essential for maintaining an effective sales force.

Additionally, B2B sales typically involve multiple stakeholders from the client's side, each with their own concerns and criteria for buying decisions. Managing a sales team in this environment means ensuring they are skilled in stakeholder management and adept at navigating organisational politics. Sales representatives must be trained to identify and engage the right stakeholders, tailor their communication to different audiences, and build consensus across diverse groups, which is often easier said than done.

The heterogeneity of clients in B2B markets also poses a challenge. Each client may have different needs, expectations, and purchasing processes, requiring a customised approach to sales. This demands a high degree of adaptability and strategic thinking. Winning complex, high-value sales is more akin to project management than traditional selling. Robust support systems, a mythological approach, and attention to detail are necessary to manage customer information and interactions effectively.

Finally, motivating a B2B sales team can be particularly challenging. The long wait for the closure of deals and the high rate of customer rejections can demoralise sales personnel. Effective sales leaders must be adept at keeping their teams motivated. This demands in-depth market understanding as well as mastery of management practices.

Managing a B2B sales team involves overcoming numerous challenges, from training and development to stakeholder management and motivation. Success in this role requires a deep understanding of the sales process and the ability to lead and inspire a diverse group of professionals. Our sales management training course has been designed to equip participants with the necessary knowledge, methods, and tools to excel in their roles.

SalesSense Performance Guarantee

We unconditionally guarantee the quality and effectiveness of our services. In addition, we warrant that applying the principles, methods, and practices presented in our materials will lead to a gain in value equivalent to at least five times the fees. Should you decide that our services have not met this guarantee, we will refund your fees promptly and courteously.

If you are looking for a sales management training course or sales leadership training, we can help. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs or discuss some options. Alternatively, email custserv@salessense.co.uk or use the contact form here.