Sales Management
This two day program will enable delegates to have a clear understanding of the successful sales manager's responsibilities and how to become more effective in their roles in this challenging competitive business environment. Over the period of the course delegates will explore key leadership skills as well as the essential sales managerial skills needed to effectively forecast and implement effective sales plans, motivate, monitor and evaluate the performance of their people and provide the required direction and support ensuring measurable sales results from their sales teams.
Sep-4, 2026
09:00 am to 05:00 pm EST (USA)
Virtual
1 Day
About this course
This two day program will enable delegates to have a clear understanding of the successful sales manager's responsibilities and how to become more effective in their roles in this challenging competitive business environment. Over the period of the course delegates will explore key leadership skills as well as the essential sales managerial skills needed to effectively forecast and implement effective sales plans, motivate, monitor and evaluate the performance of their people and provide the required direction and support ensuring measurable sales results from their sales teams.
What you'll learn
- Understand the roles and responsibilities of a sales manager
- Learn skills to achieve better results through their teams using sales plans and targeting techniques
- Clearly understand how to prepare a sales forecast and a sales plan for their sales operation
- Properly observe, evaluate and give feedback to team members and set performance development objectives
- Explore ways to motivate their sales teams and create a more motivating environment
- Run more effective sales meetings and morning huddles to inspire and motivate
Course Contents
Introduction: A Sales Management Primer
- What is your job?
- Sales Manager Versus Salesman
- The perfect salesperson - Activity
Module 1: A Strategic Look at Sales Management
- Sales management - is it strategic or tactical?
- What are my CSF's? - Critical success factors
- SWOT and PESTLE analysis
Module 2: Sales Forecasting
- What is forecasting and how it can help sales performance?
- Different forecasting methods
- Simple 4 step process to create a sales forecast
- Avoiding common forecasting pitfalls
Module 3: Sales Planning
- Setting up your sales strategy
- Main components of your sales plan
- Specifying sales tactics to achieve strategy
- Sales planning best practice examples
- Create a sales plan for your sales operation
Module 4: Sales Performance Management
- Setting sales objectives
- The 3 step sales performance control plan
- Guidelines for proper sales performance evaluation
- Handling the underperforming sales team member
Module 5: Motivating Your Sales Team
- What motivates us?
- Knowing your team inside out
- Creating a motivating environment
- Factors that drive personal motivation
Module 6: Running Effective Sales Meetings
- Effective versus badly run sales meetings
- Planning your sales meeting sequence
- Successful sales meeting checklist
- Team huddle versus team meeting
Who Should Attend
- Sales managers
- Sales team leaders
- Aspiring sales managers
- Business development managers
Prerequisites
None
Course Materials
Participants will receive course manual with presentation slides, reference materials, forecast data form, and sales plan support form.
Executive Coach & Organization Change Leader
Ashish Goyal
Executive Coach • ICF Accredited • Organization Change Expert
Ashish Goyal is an ICF Accredited Executive Coach with 25+ years of global experience across banking, technology, government, and product companies. Based in Auckland, with operations in Singapore, Mumbai, and Dubai, he specializes in leadership transitions, organizational change management (OCM), and career progression strategies.
His coaching philosophy integrates strategic business acumen with deep coaching expertise, enriched by his practice as an accredited Yoga teacher, mindfulness thinker, and Vipassana meditation practitioner. Ashish helps leaders address invisible forces—like institutionalization—that shape how they think, behave, aspire, and make decisions.
With an MBA from Chicago Booth School of Business and deep expertise from roles at HSBC, Citibank, ANZ, GE Capital, Tech Mahindra, FICO, and the NZ Ministry of Business & Innovation, Ashish creates sustainable leadership transformation by integrating mind, body, and spirit for authentic, long-term growth.
Course Price
Need Help?
USA/Canada:
+1 469 666 9332
Australia:
+61 (0) 2 28015 5605
info@mangates.com
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Take the next step in your professional development journey with this comprehensive training program.