Sales Management Excellence

This 2 day programme will turn a successful salesperson into a successful sales manager.
This Course is registered with the Management Capability Development Voucher Fund.  Find out more by visiting
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 salesperson. This is the reason many top salespeople 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 salesperson. Participants will explore key leadership skills that will help motivate their sales team to excellence

Course Includes

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

Course Content

  • A Sales Management Primer 
  • What is your job? 
  • What does a sales manager do? 
  • Sales manager vs. salesperson 
  • The perfect sales person 
  • Modules 1 - 6 (see above)

Learning Outcomes

By the end of this training course participants will be able to: 
  • 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. 


Price: $4,500 NZD (Per business)

Time Commitment: 18hrs

Locations: Auckland | Bay Of Plenty | Canterbury | East Coast | Hawke's Bay | Manawatu Wanganui | Marlborough Nelson Tasman | Northland | Otago | Southland | Taranaki | Waikato | Wellington | West Coast
This Course is registered with the Management Capability Development Voucher Fund.
Find out more by visiting