Sales management - streams, frameworks and processes

Learn how to train, develop and improve your sales team with this sales management masterclass

What you'll learn
Understand the core responsibilities of a sales manager and how they differ from those of an individual contributor in sales
Develop strategic sales plans and accurate forecasts that align with business goals and market conditions
Build, structure, and lead a high-performing sales team that can consistently deliver strong results
Master effective recruitment and onboarding techniques to attract and retain top sales talent
Motivate and coach team members to improve performance, boost morale, and reach their full potential
Implement performance metrics and sales KPIs to measure individual and team success effectively
Create and manage sales territories in a way that maximizes coverage, opportunity, and efficiency
Navigate difficult conversations and manage underperformance using proven communication and leadership strategies
Leverage digital tools and CRM systems to streamline sales operations and increase team productivity
Adapt to emerging sales trends and technologies that are shaping the future of sales leadership

Requirements
Bring a willingness to reflect, plan, and take action. This isn’t just about theory—it’s about building your confidence to lead and manage in real-life sales settings
Have a genuine interest in leadership and team performance, since this course focuses heavily on managing others and not just personal selling
Be committed to your own success
Have an open mind
Pen and paper at hand to take notes

Description
Welcome to this course on sales management, where you will gain the skills and knowledge needed to excel in the field of sales. This course is designed to equip you with the strategies, techniques, and leadership abilities required to effectively manage a high-performing sales team and drive exceptional results.In business, successful sales management plays a pivotal role in achieving organizational growth and revenue targets. As a sales manager, you are responsible for motivating, guiding, and empowering your team members to reach their full potential, while also implementing effective sales strategies, analyzing market trends, and fostering strong customer relationships.Throughout this course, you will delve into various aspects of sales management. You will explore topics such as sales planning and forecasting, territory management, performance measurement, recruitment and much more. We will also dive into the emerging trends and technologies shaping the sales landscape, including the integration of digital tools and data analytics into the sales process.Whether you are a seasoned sales professional looking to transition into a management role or an aspiring sales manager aiming to accelerate your career, this course will provide you with the tools and strategies to drive sales excellence, foster strong customer relationships, and achieve sustainable business growth.What you'll learn in this course: Understand the core responsibilities of a sales manager and how they differ from those of an individual contributor in sales.Develop strategic sales plans and accurate forecasts that align with business goals and market conditions.Build, structure, and lead a high-performing sales team that can consistently deliver strong results.Master effective recruitment and onboarding techniques to attract and retain top sales talent.Motivate and coach team members to improve performance, boost morale, and reach their full potential.Implement performance metrics and sales KPIs to measure individual and team success effectively.Create and manage sales territories in a way that maximizes coverage, opportunity, and efficiency.Navigate difficult conversations and manage underperformance using proven communication and leadership strategies.Leverage digital tools and CRM systems to streamline sales operations and increase team productivity.Adapt to emerging sales trends and technologies that are shaping the future of sales leadership.Who is this course for:This course is designed to be accessible for anyone with a basic understanding of sales, whether you're just stepping into a leadership role or planning to do so in the near future.However, to get the most out of the experience, it helps if you:Have some experience in sales or customer-facing roles. Even a few months in a sales environment will give context to the strategies we cover.Are comfortable with basic business concepts, such as KPIs, sales funnels, or customer journeys.Have a genuine interest in leadership and team performance, since this course focuses heavily on managing others and not just personal selling.Bring a willingness to reflect, plan, and take action. This isn’t just about theory—it’s about building your confidence to lead and manage in real-life sales settings.No advanced tools are needed. Just a laptop or device with internet access, a notepad or digital document to take notes, and the curiosity to learn.Whether you're starting from scratch or stepping into a new role, this course welcomes you and will guide you step by step.By the end of this course, you will have the confidence and expertise to lead a high-performing sales team, optimize sales processes, and navigate the challenges and opportunities that arise in the ever-evolving sales landscape. Are you ready to embark on this transformative journey towards becoming a successful sales manager? Let's dive in and unlock your full potential in sales management!

Who this course is for:
Sales representatives ready to move into leadership roles and looking for the foundational skills to manage people instead of just accounts., Newly promoted sales managers who want to quickly build confidence in leading teams, setting targets, and creating winning strategies., Team leaders in small or growing businesses who are managing salespeople for the first time and need a structured approach to sales management., Account executives aiming to expand their career path by understanding what it takes to oversee a sales department, not just close deals., Entrepreneurs and startup founders who need to build and manage their first sales team without formal sales management training., Corporate professionals transitioning from marketing or customer service to sales, who want to understand the dynamics of managing a sales function., Freelancers and consultants in business development looking to scale their operation by hiring and managing a team of sales professionals., HR or training managers tasked with developing internal sales leadership programs and seeking a comprehensive overview of sales management principles., Sales professionals struggling with team performance or motivation issues and searching for practical tools to drive better results., International learners or professionals in emerging markets who lack access to formal sales management education and want globally applicable strategies.