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The Sales Institute · Specialist Course

Sales Management

How to build high-value relationships with resellers and intermediaries – and deliver consistent results through others.

Duration

8 Weeks

Format

Cohort-based

Delivery

On-site/virtual

  • 25 years of global experience · Trusted by Microsoft, Altron, AVBOB and more
Download course overview
Programme includes
  • 5 practical modules with real-world application
  • Cohort-based learning alongside industry peers
  • On-site, virtual, or blended delivery
  • Tailored to your team's specific context
  • Sales Institute certificate of completion
Register your team
Download course overview

Cape Town · Johannesburg · Durban

8 Weeks

Across 5 practical modules

Cohort-based learning

Learn alongside peers from your industry

On-site or virtual

Flexible delivery across South Africa

For sales team leaders

Tailored for your role and context

"Based on best practices applied by the world’s most successful sales teams, learn how to make more sales, more easily and with less stress."

Programme structure

Programme overview

Seven modules covering the full channel management lifecycle, from fundamentals through to strategic influence.

Your role as a sales manager

Clarifies the modern sales manager’s role, what high-performing sales organisations require and how to create performance partnerships with reps.

Shows sales managers how to create an enabling environment, build strategy, set standards and create sales messages that support performance.

Focuses on moving opportunities forward, coaching the pipeline, managing performance and taking corrective action when results are off track.

 

Helps managers understand their management style and optimise responsibilities using the behaviours of an effective connector manager.

Develops the shift from manager to coach, including coaching preparation, trust, listening, tough questions and performance improvement conversations.

What you will be able to do

6 outcomes. Coach teams to target.

The role of the sales manager has changed significantly over the last few years. The modern sales manager needs to be far more involved in ensuring sales growth.

You will learn the tools and resources to develop a high performing sales team.

The programme focuses on the four levers of sales growth: Enable — Innovate — Manage — Coach

1

Create the right environment: How to create a climate of high performance. How to enable sale success.

2

Build your sales strategy: Communicate the vision and mission. Evaluate the current situation and develop a plan for achieving goals. Monitor and review.

3

Innovate: Generate new ways to solve deal-level problems and innovate new ways to position your offer.

4

Become a connector: Provide relevant and targeted feedback, create a positive team development environment and on-board new hires.

5

Manage performance: Manage the process, not just the people, set mutual goals, insist on forecasts and manage the pipeline. Set high standards.

6

Coach: Use coaching to bring about long-lasting change. Encourage peer and self-coaching.

Is this programme for you?

Who should attend

For anyone who leads a sales team who wants to improve performance and enable sustainable revenue growth

Really practical course. I have realised I have spent a lot of time on activities that weren't getting the right results.

Sales Manager, Debt Rescue