Sales Manager Leadership Excellence Training

Our key account management courses train professionals to build, sustain, and grow high-value relationships. Learn how to develop strategic account plans, navigate client complexities, and deliver long-term value in today’s B2B economy.

Course Overview

What exactly does a Sales Manager do? Sales management is a combination of strategic thinking and people leadership. A Sales Manager plays a vital role in ensuring that products or services reach the right customers while driving their team toward business growth and performance targets.

Regardless of whether the business operates in a B2B or B2C context, the role of a Sales Manager is crucial. Their responsibilities go beyond setting targets—they include team leadership, planning, budgeting, and performance evaluation. For this reason, Sales Managers must not only possess technical sales knowledge but also strong management and leadership capabilities.

Would you like your Sales Managers to lead with confidence and deliver stronger results?

This training by Corporate Heights empowers Sales Managers to sharpen their commercial awareness, reinforce leadership skills, and coach their teams effectively. It prepares them to handle real-world challenges, anticipate team needs, and reduce hiring or training inefficiencies.

Course Objectives

By the end of this Certified Sales Manager Training course, participants will be able to:

  • Acquire the traits and mindset of a successful modern Sales Manager

  • Design and implement effective sales strategies, including sales territory structuring

  • Utilize forecasting models to drive sustainable growth

  • Effectively coach and train sales teams for better performance

  • Improve team retention through leadership and motivation

  • Conduct impactful sales reviews using diverse evaluation models

Training Methodology

To achieve the objectives of this training, participants will engage in interactive sessions including:

  • Instructor-led presentations

  • Group discussions and collaborative exercises

  • Role plays and practical simulations

  • Case study analysis and application of the “Do-Review-Learn-Apply” framework to ensure a hands-on, results-driven learning experience.

What’s in it for you?

    • A team of capable, confident, and forward-thinking Sales Managers

    • Higher retention rates within the sales team

    • A more engaged and motivated workforce

    • Sales leaders open to innovative sales techniques beyond traditional methods

    • Improved use of forecasting to inform strategy and drive results

    • Leaders who are well-equipped to mentor and support their teams

    • Enhanced ability to lead sales efforts and exceed targets

    • Broader perspective on current sales and business dynamics

    • Improved coaching and mentorship skills

    • Stronger contingency planning and risk management abilities

    • Valuable insights to support career growth and leadership development

Who Should Attend?

  • Sales Directors

  • Marketing Directors

  • Sales Managers

  • Marketing Managers

  • Professionals aiming to improve team performance

  • Individuals transitioning from sales roles into leadership

  • Anyone looking to enhance their value as a team leader

Course Outline

    • The Selling Process

    • Sales Force Management – Definition and Strategic Importance

    • Big Picture Thinking in Sales Management

    • Core Traits of a Successful Sales Manager

      • Communication

      • Mental Agility

      • Analytical Thinking

      • Goal Orientation

    • Structuring and Organizing the Sales Force

    • Defining Ideal Candidate Profiles

    • Effective Recruitment and Selection Practices

    • Essential Qualities to Assess in Potential Hires

    • Motivating the Sales Team

    • Structuring Compensation and Incentives

    • Setting and Managing Quotas

    • Leading with Purpose and Vision

    • Streamlining Processes through Automation

    • Customizing Sales Cycles for Impact

    • Market Segmentation, Targeting, and Positioning

    • Building Target Customer Personas

    • Sales Forecasting and Budget Development

    • Assigning Sales Territories Strategically

    • Strengthening Brand Awareness and Gaining Referrals

    • Identifying and Tracking Key Sales Metrics

    • Forecasting and Budget Alignment

    • Setting Metrics and KPIs

    • Evaluating Sales Activities vs. Outcomes

    • Conducting Regular Reviews and Feedback Loops

    • Rewarding High-Performance Behaviors

    • Developing the Team’s Competency Framework

    • Understanding and Defining Target Markets

    • Accessing and Utilizing Marketing Data

    • Conducting Effective Market Research

    • Understanding Consumer Behavior and Institutional Buying

    • Crafting a Comprehensive Market Segmentation Strategy

    • Leveraging the 4 Ps of Marketing (Product, Price, Place, Promotion)

    • Product Mix Components: Branding, Packaging, Labeling

    • Tangible vs. Intangible Product Marketing

    • Product and Brand Strategy Alignment

    • Pricing and Distribution Tactics

    • Integrated Marketing Communications: Advertising, PR, Sales Promotions

    • Identifying Customer Needs, Wants, and Expectations

    • Delivering Value through Product, Service, and Experience

    • Understanding Customer Satisfaction and Loyalty Drivers

    • Building Long-Term Relationships through Value Propositions

    • Retaining Customers and Growing Customer Equity