Management Training Course for Sales Managers

Course Highlights

This sales management course will:

• Outline the essential responsibilities of sales managers.
• Introduce the MANAGE framework to lead and develop a high-performing sales force.
• Provide strategies to coach, motivate, and drive team performance.
• Demonstrate techniques for setting goals, tracking progress, and holding salespeople accountable.
• Offer methods to enhance communication and foster a culture of ownership and excellence.

Course Overview

Sales managers play a fundamental role in the success of their teams, serving as both coaches and strategists. This course introduces the MANAGE framework, designed to guide sales managers through the key elements of leadership and development. Participants will focus on effectively managing daily sales activities, coaching and mentoring their teams, setting clear goals, and motivating their team members to perform at their best. By practicing these essential skills, participants will learn how to identify strengths and areas for development within their teams, ensuring everyone contributes to long-term growth and success.

Using the MANAGE model—Motivate, Assess, Nurture, Accountability, Guide, and Evaluate—participants will gain real-world strategies for enhancing communication, addressing performance gaps, and fostering a winning sales culture.

This program is especially beneficial for managers seeking tools to improve team productivity, drive performance, and build a motivated and engaged sales force.

The following outline highlights some of the course’s key learning points. As part of your training program, we will modify content as needed to meet your business objectives. Upon request, we will provide you with a copy of the participant materials prior to the session(s).

Program Objectives

At this program’s conclusion, participants should be able to:

• Apply the MANAGE model to effectively lead and develop their sales teams.
• Set clear expectations and track performance metrics.
• Provide constructive coaching and feedback to improve individual performance.
• Recognize and motivate high achievers.
• Delegate tasks effectively and foster a culture of accountability.

Workshop Modules

• Motivate for Success: Energizing Your Team
• Assess Performance and Potential: Knowing Your Team
• Nurture Talent: Developing Skills
• Accountability Matters: Ensuring Responsibility
• Guide Through Challenges: Leading with Direction
• Evaluate for Continuous Improvement: Driving Results

Target Audience

This workshop is designed for groups that want to:

• Enhance their ability to manage sales teams effectively.
• Improve team performance through goal setting, motivation, and coaching.
• Foster a culture of accountability and ownership.

Suggested Format

• One-Day Onsite Training Course

Questions This Program Answers

• Where can I find a course on managing salespeople effectively?
• How can I become a better sales leader and coach my team to success?
• What strategies can help me hold my sales team accountable and improve performance?

Program Snapshot

Leading a sales team takes more than hitting targets—it takes clarity, consistency, and strong coaching. Management Training Workshop for Sales Managers is an instructor-led, in-person course that helps participants build those skills using the MANAGE framework. From setting expectations to guiding performance conversations, the program offers a structured yet flexible approach to leadership. Participants explore how to motivate their teams, assess strengths, develop talent, and drive accountability without micromanaging. Designed for new and experienced managers alike, this one-day workshop provides a practical foundation for improving results and building a team culture that lasts. Content can be tailored to reflect your group’s specific challenges and goals.