Target audience:
Sales managers and leaders.

Course outline

A Sales Management Primer 

  • What is your job? 
  • What does a sales manager do? 
  • Sales manager vs. salesman
  • The perfect sales person 

Module 1: A strategic look at sales management

  • Sales management: strategic or tactical
  • What are my Critical Success Factors (CSF’s)? 
  • SWOT and PESTLE analysis

Module 2: Sales forecasting

  • What is forecasting?
  • Forecasting approaches
  • Four step process to create a sales forecast

Module 3: Sales planning

  • Components of a sales plan
  • Putting your plan together
  • Questions your sales plan should answer
  • Sales planning best practices 
  • Sales planning skill practice

Module 4: Sales performance management

  • Setting sales objectives
  • The three step sales performance control plan
  • Three guidelines for sales performance evaluations
  • Handling the underperforming sales team member.

Module 5: Motivating your sales team

  • What motivates us?
  • Knowing your team inside out 
  • Creating a motivating environment for your team
  • Motivational tips

Module 6: Running effective sales meetings.

  • Effective vs. badly run sales meetings 
  • Planning your sales meeting sequence
  • Successful sales meeting checklist 
  • Team Huddle vs. Team Meeting


         By the end of this course delegates will be able to:

  • Describe the roles and responsibilities of a sales manager. 
  • Use sales plans and targeting techniques to achieve better results from sales team members. 
  • Prepare a sales forecast and a sales plan. 
  • Using assessment tools, properly observe, evaluate, and give feedback, and set performance development objectives to team members.
  • Create an environment that motivates their sales team to perform at their best.
  • Run more effective sales meetings and morning huddles to inspire, motivate and provide clear direction to sales team members.

We can go anywhere in Australia to deliver these workshops. No rural town or city are too far.

Learners will also receive a 12 day Action Plan for Success after training in order to implement what they learnt on the day.

Would you like to understand  your role and responsibilities of being a sales manager better?

Would you like to create an environment that motivates your sales team to perform at their best?

How about develop specialised sales management skills such as sales forecasting, planning, and monitoring?

Sales Management - Leading your Sales Team 

2 day workshop


A successful sales manager's job is to provide clear direction and support to his/her team that will enable them to excel and to reach their full potential. Sales managers often rise to this position from a successful career in sales. But, the skills required of a successful sales manager are quite different from the skills of a successful sales person. This is the reason many top sales people fail as sales managers.  

After completing this highly interactive two-day program, participants will understand the responsibilities of a successful sales manager and how it differs from the role of a sales person. Participants will explore key leadership skills that will help motivate their sales team to excellence. Additionally, participants will learn specialised sales management skills such as sales forecasting, planning, and monitoring.