Fundaments of Sales Management

Introduction to Sales Management


Are you new in your role as the teams sales manager? Or, are you a seasoned veteran who have led sales teams for many years?
Sales Management is about creating Success through others. This program helps define the role – your job – and develops Key Areas through which you lead your team and drive sales growth.

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 About the program…


This is an introductory program in 4 modules that are designed to give Sales managers all the basic structures and tools to be successful in the role.

The attitudes , skills and competences that are needed to create a high performing sales team are built on our proven 3 Core Capabilities model, and the 6 pillars of sales management.

This program takes its starting point in the growth objectives and work build the management capabilities from what the team and the business needs. This is done in a combination of management, leadership and development activities – through which you lead your team and drive sales growth.


made for you …


  • who are preparing to become managers
  • are Sales Managers new to the job
  • are experienced Sales Managers looking for a structured approach to Sales Management


key benefits


The program, defines sales management as a profession. Taking its starting point in the needs of the sales team, it develops a toolbox for world class sales management. Some of the benefits of the program:


  • Accelerated sales growth
  • Motivated teams with clear direction
  • High performing sales culture
  • Business awareness through continuous feedback providing insights
  • Tools and ability to lead change
  • Definined objectives – goals, pipeline to create and activity objectives required to achieve business results
  • Tools for self-reflection and self-evaluation
  • Accurate forecasting – business under control




Over the course of 4 full day physical workshops, with both team and individual follow-up in between the sessions, the comprehensive program is developed. Each key area follows a typical learning flow, that involved both theory and reflection. A typical sequence will be:


    • Learning module
    • Teamwork in class
    • Review and group presentation
    • Homework assignment – with coaching
    • Discussion in plenary or in teams

The modules follow a logical sequence and structure. ver the sessions they are dealt with in parallel.


Module 1 – Introduction – Sales planning & results for teams

  • Introduction – The role of the Sales Manager is the introductory module that gives an overview and a purpose to the role. It discusses the models and importance of Sales Management
  • Sales planning and getting results – a practical module on what and how to plan sales, analyze and follow up. The dynamics of a sales process, as well as characteristics of customer groups helps defining the map for our sales teams. (Plan & Organize CORE)
  • Does your team Sell Value? – what defines great sales behaviors? The 4 buttons of sales growth. The module discusses the importance of the sales team and the role of the sales leader to implement the latest B2B sales methodologies in the market.


Module 2 – Managing sales teams

  • Evaluating the sales team – Module that provide the tools to evaluate capabilities, strengths and weaknesses of the team and its individuals, based on facts.
  • Change management – it was said that “all management is change management”. This module introduces models for change management, to help the sales manager implement new projects and systems, and at the same time manage and balance time for the daily business.


Module 3 – Creating the successful team

  • Lead & Coach – provides insight into Leadership, blending theory with practical exercises and roleplays. You assess your leadership style and learn how you influence our teams and people in our surrounding, and how to move efforts and competence to where they need to be for biggest business impact. (Lead & Coach CORE)
  • Developing the team – Your ability to execute your sales plan and implement strategy is largely defined by the Provides the tools to recruit and retain talent, nurture their capabilities developing skills and competences. (Develop & Build CORE)


Module 4 – Securing the way forward

  • Sales Culture – Understand what Sales Culture is, and how you can influence it. In the module you assess your current sales culture, and then define and visualize where you want culture to be in a year’s time.
  • Securing the future of Sales Management – your own sales managers plan for the next 6 months is developed using new models and tools are put into action. A 360 assessment with the own team (manager, direct reports) is offered for participants who wishes to participate.


The people at Business Meeting




4 full day blocks, on site over 4 – 10 months
5 virtual sessions coaching/workshop
individual project


At present this program is only offered as

In Company training, tailored to your company

English, Spanish, Swedish
7.459 € per participant (minimum group of 8)
(taxes, expenses and other fees not included)