Sales Management – Build a winning sales team

Sales Management: Building a Winning Sales Team

The challenge

Most sales managers were promoted because they were exceptional salespeople. Nobody taught them how to build a team of exceptional salespeople. The skills that made them a top performer – the personal drive, instinct, competitive intensity – do not automatically translate into the skills required to develop, motivate and manage others.

The result is a sales team that depends on the manager’s own performance, a few inherited top performers and a majority of reps who are capable but inconsistent. The organisation is not building a sales capability. It is running on an individual’s brilliance.

The job of a sales manager is not to be the best seller on the team. It is to build the best team of sellers and that requires a completely different set of skills.

This program makes that transition. It gives sales leaders the specific management skills to recruit well, coach deliberately, set meaningful KPIs and build the culture and accountability that drives consistent performance across the whole team, not just the top third.

Who should attend

• Sales managers and sales directors responsible for the performance of a sales team
• Senior sales representatives moving into sales management for the first time
• Business owners who lead their own sales team and want to build it beyond reliance on themselves
• Sales leaders whose teams show significant performance variation and want a more consistent output

What this course covers

The program covers the full scope of sales management — from building a team to sustaining its performance over time.

Building and developing The team

• Recruiting for genuine sales capability rather than relying on instinct — the qualities and skills that predict sales performance
• Onboarding new sales team members in ways that accelerate performance rather than just covering product knowledge
• Coaching for performance — using structured coaching conversations to develop capability rather than just review results
• Identifying and developing each team member’s specific development priorities across the full sales process

Leading performance and culture

• Setting KPIs that drive the right behaviours and not just the metrics that are easy to measure
• Managing sales performance honestly — addressing underperformance early and directly before it becomes entrenched
• Running effective sales meetings that drive pipeline momentum rather than just reporting activity
• Motivate diverse sales personalities and maintain momentum
• Address performance issues and hold salespeople accountable

Intermediate to Senior – sales managers and team leaders with direct sales team responsibility

Designed for anyone with direct responsibility for the performance of a sales team – from first-time sales managers through to experienced sales directors wanting to strengthen their management approach. No formal management qualifications required. Most valuable for sales leaders who have come through the ranks as top performers and are now learning to build team capability rather than carrying it themselves.