Effective Sales Management

“We made things easy for you”

Introduction to Effective Sales Management

The pace of the Sales professional is fast and demanding. The rewards are high and the potential to increase earnings, social status and career prospects is without limit. Increasing competition creates a climate where only the most dedicated and professional sales people will excel. This programme takes experienced sales managers to the next level and maximizes sales force performance.

On successful completion of the course participants will be able to:

Sales managers will gain the ability to set clear individual and team goals; provide product and market training; coach selling skills; guide strategy development and execution; get motivated and improve employee motivation; measure results; and make appropriate team adjustments.

Course Content


  • The Role s and Responsibilities of the Sales Manager.
  • The Sales Planning Process.
  • Field Training an coaching.
  • Recruitment – Seven key elements of recruitment.
  • Control-objectives for a professional.
  • Motivation – Theory and how to apply it.
  • Prepare job descriptions and person profiles for selling roles.
  • Conducting Appraisals.
  • Meetings – How to make them productive.
  • Making best use of available selling time and maximize effectiveness in face-to-face selling.

Training Methods

The programme is designed to enhance learning through group and individual cases and exercises. There are a number of opportunities to practice techniques and evaluate skill levels. In addition the course leader’s specialist knowledge and guidance are available in all sessions.The programme will be supported with handouts and post course references. The design of each course will provide for each delegate’s preferred learning style and optimise experiential learning processes. Tutor inputs will be aimed at giving direction and guidance to ensure effective learning, skill enhancement and attitudes to move with the times.


The course will have a maximum of 18 people who will be selected based on the type of business they are in and\ their job role to ensure a thorough mix of industries, ideas and experience.

Who should attend?

  • Regional sales managers driven to improve sales team performance.
  • New or transitioning sales managers.
  • Top sales performers considering the jump to sales management.
Steve Halligan
Steve Halligan

Steve has been active in all aspects of sales, negotiation and account management for over 25 years and is the Managing Director of a highly respected UK employee motivation consultancy.
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