About this course

Course code TP168
Duration 3 Days

This event provides a clear understanding of how to ensure all members of the sales team know precisely what they need to do to succeed, and are fired up and motivated to want to do these things. In short, the course provides a toolbox of skills, knowledge and strategies which enables the 21st century sales manager to drive success.

Benefits to you and your company
Organisations will benefit from managers who are able to build an environment that engages and motivates and who can prioritise sales management activities in order to maximise achievement of sales through others.


Who Should Attend?

Perfect for both those already in a sales management role, and those about to move to this challenging responsibility. For the former, the course provides an opportunity to review current practices against proven methodologies, and for the latter a fabulous opportunity to learn from both the course and those who are more experienced.

Delegates will learn how to

  • Set meaningful objectives for individuals and the team as a whole.
  • Use sales meetings to galvanise team enthusiasm and boost performance.
  • Manage underperformance.
  • Keep top performers motivated.
  • Develop the skills of the team.
  • Recruit the right people.
  • Accurately forecast sales.
  • Identify the quantity of activity required for success.
  • Ensure the team is doing the right things in the right way to achieve results.


  • Understanding '21st Century Sales Management'.
  • The sales management activities that underpin success.
  • How managers of successful sales organisations operate.
  • The role of objectives and how to set them.
  • Motivational tools and how to use them.
  • What 'engagement' means and how to drive it .
  • Coaching the sales team.
  • How to grow both individuals and the team as a whole.
  • Challenging inappropriate behavior.
  • Keeping the high performers motivated.
  • Sales meetings (do's and don'ts).
  • Managing the recruitment and selection process.
  • Accurate sales forecasting.
  • Sales planning.
  • Time management and prioritisation.

Delivery Style

Delegates will experience anything but a lecture! Team discussions, competitions, whole group discussion, questionnaires, and coaching practice all provide a rich variety of different learning experiences.

Throughout the event delegates will apply learning to their team, and develop a clear action plan. Once implemented, this plan should achieve an impressive return on investment from attending.

3 Days


This is a QA approved partner course

Delivery Method

Delivery method


Face-to-face learning in the comfort of our quality nationwide centres, with free refreshments and Wi-Fi.

Find dates and prices

Online booking is currently not available for this course, to find out more please call us on 0345 074 7998 or email us at info@qa.com to discuss how we can help.

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