By the end of this course, participants will be able to:

• Define the key responsibilities and functions of effective sales management
• Develop strategic sales plans and optimize territory and resource allocation
• Build and lead high-performing sales teams through targeted recruitment and development
• Apply leadership techniques to motivate sales teams and reduce turnover
• Implement effective sales performance evaluations and feedback systems

• Sales Managers and Directors aiming to enhance team performance
• New managers preparing for leadership in sales
• Regional Sales Leaders seeking structured strategic guidance
• Business Development Managers transitioning into people management

Module 1: Sales Management Foundations

• Definition and scope of sales management
• Core functions and responsibilities
• Sales within the marketing mix
• Characteristics of high-impact sales managers

Module 2: Common Managerial Pitfalls

• Mistakes new sales managers make
• Impact of poor management on team performance
• Strategies to avoid common errors

Module 3: Sales Planning and Strategy

• Fundamentals of sales planning
• Strategic sales formulation
• Forecasting models and applications

Module 4: Sales Organization Design

• Structuring the salesforce
• Resource deployment
• Territory design and management

Module 5: Key Account Management (KAM)

• Principles of KAM
• Identifying and managing key accounts
• Aligning team structure with key client needs

Module 6: Recruitment and Training

• Building the right sales team
• Effective recruitment strategies
• Sales training and field coaching techniques

Module 7: Team Leadership and Motivation

• Leadership styles and principles
• Sales coaching frameworks
• Motivation theories in sales management

Module 8: Sales Performance Management

• Designing performance appraisal systems
• Benchmarking and setting standards
• Conducting reviews and providing feedback

Module 9: Capstone: Sales Management in Practice

• Integrating course competencies
• Group case study analysis
• Strategy presentation and peer feedback

Module 10: Assessment and Wrap-up

• Final exam and key takeaways
• Individual action plans
• Course feedback and close

The course combines various teaching methods, including instructor-led presentations, group discussions, case study analyses, and assessments through quizzes and a final exam to engage participants and ensure they understand and retain the material.