Professional Sales Management

Become a more effective strategist, business manager, and talent developer so you can manage your team towards improved performance and profitability.

Who Should Attend

  • Managers or soon-to-be managers that are looking for strategies, tools, and processes to build and drive a successful sales team and culture
  • New and experienced sales managers or directors, business-owners and entrepreneurs, sales professionals that desire to move into management

Available Formats

  • Instructor-led in-class over three days
  • On-site with the opportunity to customize
Learning Outcomes
  • Gain clear expectations of the multiple roles you play as a Professional Sales Manager, from Strategist to Talent Manager
  • Create tailored go-to-market sales strategies for each of your customer segments
  • Shape your sales culture by effectively defining and delivering your vision with a five-step process
  • Successfully guide your team through periods of change or upheaval with specific and proven change management techniques
  • Define a formal sales process for your team and identify the skills required to be successful every step of the way
  • Predict sales performance with specific budgets for each rep
  • Develop forecast templates that help keep you and your reps on track
  • Understand the tools that support sales performance management
  • Formalize talent management with a structure process
  • Create a recruitment plan that ensures you’re using every avenue to find the right candidates
  • Develop motivational compensation plans that make financial sense
  • Screen candidates using specific criteria and tools and conduct structured, in-depth interviews that provide deeper insights into each candidate
  • Select the appropriate type of training for your team and take the steps to measure results
  • Use collaborative coaching and individual performance plans to improve the effectiveness of each one of your reps
  • Complete regular performance reviews that provide constructive feedback and support performance plans
Course Content (3-day program)

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
Course Cancellation Policy
Start/End Time
09:00 (09:00 AM) to 17:00 (05:00 PM)
Course Fee
New Attendees (Non-Members)

Includes a 1-year CPSA Membership

Course Language
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