Training Duration: 5 Days / 30 Hrs
• Introduction to the Training:
– The Certified Sales Manager course equips frontline sales managers with essential knowledge, practical skills, and strategic tools to lead high-performing sales teams in today’s competitive landscape.
– This program enhances technical sales management competencies including forecasting, planning, performance evaluation, and strategic leadership.
– Whether managing in a B2B or B2C environment, participants will explore what sets exceptional sales managers apart and how to elevate their impact within the organization.
• Training Outlines:
– Sales Management: Definitions and Core Functions
– The Role of Personal Selling in the Marketing Mix
– Sales Planning and Organizing Sales Operations
– Formulating Effective Sales Strategies
– Sales Forecasting Techniques and Tools
– Sales Management Capstone Competencies
– Training and Coaching the Salesforce
– Team Leadership and Motivation
– Leadership Principles and Skills for Sales Managers
– Sales Performance Management
– Setting Sales Standards and Expectations
– Designing Effective Sales Appraisal Systems
– Sales Evaluation Models and Review Techniques
• Training Objectives:
– Define the role and functions of sales management and avoid common pitfalls in leadership
– Formulate effective sales strategies and organize sales territories efficiently
– Apply accurate forecasting methods to predict sales performance and drive planning
– Build, coach, and manage high-performing sales teams
– Use leadership and team-building skills to motivate, retain, and empower sales teams
– Conduct performance reviews and apply sales appraisal models to improve individual and team results
– Drive consistent improvement in sales operations and business outcomes
• Who Should Attend:
– Current and aspiring sales managers
– Regional and area sales supervisors
– Business development and commercial leaders
– Sales trainers and team leaders
– Professionals transitioning from individual contributor roles to leadership in sales
• Why Attend:
– To become a certified and strategically equipped sales leader
– To master the tools and techniques needed to manage teams and territories effectively
– To drive revenue growth by building a motivated, high-performing salesforce
– To implement performance management systems that support accountability and success
– To strengthen your leadership impact in any sales environment (B2B or B2C)
