sales managers

Sales Management Training

Sales Management Training

Lead, Manage, Coach, Drive & Motivate Your Sales Teams To The
Desired High Levels Of Performance That You’re After

google badge

4.8 Excellent | 200+ Reviews

feedo badge

4.7 Excellent | 400+ Reviews

Arrow down

Sales Management Training Course

Course Overview

This 2-Day Sales Management Training workshop is ideal whether you’re in charge of a sales team full of pros, newbies or a mixture of both! Either way, the pressure is on you to perform and to get the whole team performing.

Where do you start? How do you motivate everyone to sell? How do you set challenging yet attainable sales targets? How do you train and increase the skills of your team? How do you get their respect?

If you’re looking for sales manager training then this course will provide you with the sales management skills and leadership techniques to get your team performing.

The course is a formally endorsed qualification by the Institute of Sales Management and upon attending the course you will receive the “Professional Sales Manager” certificate from the ISM.

ISM endorsement is the industry recognised benchmark for high quality sales training programmes.

Supported by their quality assurance system, endorsement confirms that our training programme is professionally designed and delivered to exacting standards.

The course is also CPD Certified (Continuing Professional Development) and after attending the course you will receive a CPD Certificate at no extra cost.

Professional Sales Manager Certificate CPD logo

Who Will Benefit From Our Sales Management Course?

  • Sales Managers
  • Sales Leaders
  • Sales Directors
  • Head Of Sales


What Will You Gain From The Course?

  • Learn how to earn the trust and respect of your team
  • Learn how to increase your team’s productivity through learning effective sales training and coaching skills
  • Learn the duties and the role of a successful sales manager
  • Learn how to set targets and objectives with your people
  • Learn how to set up and run effective sales meetings
  • Learn how to motivate different personality types
  • Learn how to foster a team spirit of high performance
  • Learn how to coach your sales team
  • Learn how to settle disputes and disagreements in your team
  • Learn effective management skills
  • Learn how to put together a sales plan that guarantees success



Sales Management Training Course Agenda

Day 1

Introduction & Objectives

What Makes An Effective Sales Manager?

Here we look at the difference between sales management and sales leadership, what are the key responsibilities of a sales manager? What makes an outstanding sales manager from the average? What should you be doing? What shouldn’t you be doing? How do you spend your time at the moment and what you should be spending it on!

Exploring Your Sales Managerial Style & Potential

Take a managerial assessment to find out what your preferred sales management style is and what it means to you and your sales team back in the workplace.


Communication & Influencing Skills

Learn how to be a master communicator and how to get your point across in a clear, concise and positive manner with your sales teams. Learn the importance of non-verbal communication and how to influence others to see your point of view so that you sell your idea effectively!

Sales Coaching & Feedback Skills

Learn how to sales coach and give feedback to your sales teams to help their personal and professional development. Learn different models of sales coaching and how to give positive and constructive feedback to fit the situation. i.e. formal coaching sessions, on the job sales coaching, reviews etc



Day 2

Recap & The Day Ahead

Managing Sales Performance

Learn how to set sales goals, objectives and put development plans together with your staff. Learn how to review sales performance and how to manage under-performers. Learn how to deal with difficult people in an effective manner. Learn how to keep high sales achievers “HOT”

How To Run Highly Effective Sales Meetings

This key session will provide you with the ideas and the structure to make your sales meetings focused and productive. You’ll be provided with ideas, recommendations for the structure of each meeting, how to keep them on track, how to analyse the figures and ways to brainstorm new approaches.


Building High Performance Sales Teams

Building highly effective and performing sales teams is an essential objective in your role. Learn how to gel all of the members in your sales team to work together and to exceed all targets that are asked of you.

Motivation Skills & Understanding Others

Learn what makes people tick and what gets them out of bed in the morning and how to use this to your advantage. Learn how to elicit your sales team’s motivations, values and beliefs and how to tailor your communications with them to motivate them to do an outstanding job in all that they do.



Reviews From Previous Attendees



Feedback From The Last 72 Sales Professionals Who Attended This Course




Location Hiltongarden
Coventry Centre
Location Central London
Course information

The course fees are £495 + vat.

The Sales Management Skills Course is a formally endorsed qualification by the ISM and is also CPD Certified.

Upon attending the course you will receive the “Professional Sales Manager” certificate from the ISM and a CPD certificate.

Start/Finish Times

Start: 9.30am

Finish: 4.30 – 5.00pm

Professional Sales Manager Certificate CPD logo

Included Within The Registration Fee:

  • Course manual
  • Course materials
  • Buffet lunch
  • Servings of tea and coffee throughout the day
  • ISM “Professional Sales Manager” certificate & CPD certificate
  • Unlimited email and telephone support from your trainer after the course

Please click on BOOK NOW below to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

On-Going Support After The Workshop

After we have delivered your programme we do not just shake hands and take your money. We like to offer you some ongoing support.

Included within the cost are the following unique support options that are available to you.


Sales Management Training FAQs

What is sales management?

Sales management can mean several different things to different organisations and sectors, so it’s important that you understand what this term means in your own company.

In its most literal sense, sales management is the process used to manage all revenue generated by a company – from how the lead is generated, to the steps of the sales process that moves the sale through the pipeline and can include what happens to business after it is won.

Some sales managers will be responsible for managing themselves, their own sales, and their own pipeline – but others will be responsible for managing and motivating a sales team or a sales department, and even have responsibility for the overarching sales strategy for the company.

It’s also important to note that some sales managers will have responsibility for selling and managing their own sales pipeline, as well as managing a sales force or whole department.

MTD’s Sales Management Skills course is designed to support those who manage salespeople or a sales team and are therefore responsible for managing people and driving sales performance for their business.

Why is sales management important?

Sales management is an integral function of any successful business.

Without a clear sales strategy of how to win new business and maximise existing business which aligns with what your marketplace and client base want and need – and is driven by a knowledgeable, skilful, and highly motivated sales team – the company won’t be able to grow and succeed.

The world and the marketplaces in which we operate are constantly changing, so it is an important part of the sales manager’s role to be aware of these changes and adjust the strategy accordingly.

A successful sales manager will be able to set realistic and achievable individual, team and company targets and create an effective plan to achieve these. All of us in sales, if we are to be truly successful, must recognise the need for sales planning and be able to produce a sales plan for ourselves whether as salesperson, or sales manager.

They will be able to support each sales rep in developing the sales techniques required to be successful in the role and will be able to motivate their team to achieve and even exceed these targets.

Truly effective sales managers will also consistently revisit the sales process for their team, to identify ways that this can be improved. By looking at the quality of the leads being generated, the conversion rates of each team member across each stage of the sales process and analysing the performance data of the team to identify was to improve efficiency and address any potential bottlenecks, sales managers provide a vital role in their company’s success. They should not only aspire to just set sales targets but they should exceed them as well.

What are the qualities of a top sales manager?

Whether you are new to the role or are an experienced sales manager, it’s important that you understand what sets an outstanding sales manager apart from the rest.

Here are some of the knowledge and skills you need to be a successful sales manager:

  • An understanding of the difference between sales management and sales leadership
  • An understanding of your natural leadership style and the need to flex and adapt this to different personality types within your team
  • Ability to develop others through training and sales coaching
  • Ability to measure and analyse the performance of your sales team
  • Ability to provide effective and motivational feedback
  • Ability to build trust and respect with the sales team
  • Ability to treat others fairly, regardless of personal biases or beliefs
  • Ability to prioritise and complete tasks to deliver desired outcomes within allotted time frames
  • Ability to establish a process for activities that lead to the implementation of systems, procedures, and outcomes
  • Ability to delegate, organise and utilise resources in ways that maximise their effectiveness
  • Ability to identify and prioritise activities that lead to a goal
  • Ability to personally affect others’ actions, decisions, opinions or thinking
  • An understanding of the role you play in the wider management team of the organisation

A top sales manager will be able to effectively communicate with, influence, motivate and coach their team to drive sales performance and sales success within the business.

Effective sales managers also understand the importance of ongoing performance management to identify high performance as well as underperformance. This should be done at an individual level, with high performers being recognised and supported to continue to achieve – and underperformance being addressed quickly and effectively before it becomes a bigger problem. The next level for a sales manager is either head of sales or a sales director position. Here are some useful sales director interview questions to help if that’s you.

Are your sales manager training courses certified?

The course is a formally endorsed qualification by the Institute of Sales Management and the Continuous Professional Development (CPD) certification service.

Upon attending the course, you will receive 2 certificates, including the “Professional Sales Manager” certificate from the ISM and a CPD Certificate at no extra cost.

More Open Courses

Here are some more open courses that we run throughout the UK.

Our most popular venues are London, Manchester and Coventry.

Improve Your Sales Management Skills With Some Of Our Popular And Relevant Blogs

Have You Got Any Training Requirements or Questions?

Our L&D and Training Team are here waiting to help you.

Please call us on 0333 320 2883 or click below.

Make An Enquiry