Professional Sales Management

Manage your sales team towards improved performance and profitability

Would your people rather have you or your pay cheque?

CPSA′s Professional Sales Management explores your role as a sales manager, specific skills, and concepts that will improve your performance in the 3 key areas of sales management: leadership, talent management, and business management. Through numerous workshop practice sessions, case study analysis and role play, you will learn the critical success factors of sales management.

Who Should Attend

• Sales Managers and Directors who have a desire to increase their team’s overall performance, productivity, and profitability
• Managers who want to increase the value they deliver to their sales representatives and organization.
• Sales professionals new to or considering a move to a management role

Sales Training Benefits

• Understand the most critical roles of an effective Sales Manager that add value to the organization and your team
• Implement change management techniques that help your team welcome change
• Enhance efficiency and stimulate your team by applying the Effective Sales Management process
• Apply the talent management process to produce a dynamic sales team that will differentiate your organization from your competition
• Discover detailed methods to create an effective job profile, develop a compensation plan, conduct successful interviews, and select top candidates

Sales Training Content

Roles of the Effective Sales Manager

• Examining the stages of business evolution and the implications for sales management
• Adding value through your multiple roles as strategist, business manager and talent manager

Vision in Sales Leadership

• Aligning sales goals with corporate goals and values
• Selecting your go-to-market strategies to further penetrate the market
• Learning to lead and inspire representatives towards growth, job satisfaction, and superior performance
• Communicating vision and change effectively to minimize resistance
• Leading through times of change

Managing Sales Performance

• Tools to measure and manage the performance of the sales force
• Methods to create sales budgeting, forecasting and projecting
• Solutions for productivity improvement

Talent Management

• Understanding and implementing the talent management process
• Creating your own profile of a successful salesperson
• Recruiting, hiring and compensating your sales team
• Being knowledgeable about key issues and considerations surrounding termination
• Presenting strategies to motivate your salespeople towards improved performance
• Managing sales performance
• Developing and coaching your company’s most significant resources

Our participants say…

"I liked the variety of topics presented in CPSA′'s Professional Sales Management course and that people from different industries attended. I am taking away some great skills to apply at the office. The instructor was an amazing guide for this experience."
- M. McKay, Business Manager, Genuine Health

"The Professional Sales Management course has provided me with the significant tools I need to achieve my goals of producing a dynamic sales force and to effectively communicate with them. It was definitely time and money well invested."
- C. Salvador, Regional Manager of Ontario and Western Canada, Phytoderm Inc.

"Professional Sales Management is overall the most informative course that I have taken. The instructor had my full attention, my interest and held it throughout"
- K. Mercer, Montebello Packaging

"I was very pleased with the course overall and its size. It was great to interact with Sales Managers in different industry sectors and share experiences."
- E. Comtois, National Sales Manager, Helly Hansen Canada Ltd

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