The British Academy for Training and Development offers this specialized training program titled “Sales Team Management”, aimed at equipping participants with the leadership and operational skills required to effectively manage sales teams in competitive work environments.

Rapid market developments require sales managers to adopt advanced strategies, manage their teams scientifically to achieve sales targets, motivate individuals for high performance, maintain customer satisfaction, and sustain business relationships.

This program covers various aspects of planning, organizing, directing, and controlling, alongside developing the personal and managerial skills needed to lead successful sales teams. Participants will also gain the ability to tackle contemporary challenges by deepening their understanding of modern sales techniques, market analysis, and effective customer relationship management, supporting sustainable growth and innovation within organizations.

This program is a valuable opportunity for anyone seeking to improve personal performance or develop their sales team to higher levels of efficiency and achievement.

Who Should Attend?

• Current and aspiring sales managers

• Supervisors and coordinators of sales teams in companies and organizations

• Entrepreneurs and business owners

• Staff in marketing and business relations departments

Knowledge and Benefits:

After completing the program, participants will be able to master the following:

• Acquire leadership and managerial skills to effectively manage sales teams

• Develop the ability to prepare sales plans and achieve interim targets

• Enhance motivation, communication, and negotiation skills within the team

• Learn tools for measuring performance and evaluating sales results

• Build a positive work culture that encourages productivity and innovation

• Introduction to Sales Team Management

  • Definition of sales management

  • Difference between selling and sales management

  • Importance of leadership in sales teams

• Roles of a Sales Team Manager

  • Planning, organizing, and monitoring

  • Supervising, guiding, and motivating

  • Taking responsibility and achieving results

• Characteristics of a Successful Sales Team

  • Specialization and functional integration

  • Discipline and professional commitment

  • Competitive spirit and internal collaboration

• Market Analysis and Goal Setting

  • Understanding the competitive environment

  • Setting annual sales targets

  • Analyzing market share and available opportunities

• Designing the Sales Plan

  • Elements of an effective sales plan

  • Sales forecasting and budgeting

  • Scheduling sales activities

• Task and Responsibility Distribution

  • Building the team’s organizational structure

  • Assigning tasks based on competencies

  • Establishing monitoring and follow-up mechanisms

• Criteria for Selecting Sales Representatives

  • Personal and professional skills

  • Product and market knowledge

  • Alignment with team culture

• Effective Recruitment Strategies

  • Sources for finding talent

  • Conducting interviews and assessing potential performance

  • Recruitment stages and initial training

• Training and Development Programs

  • Preparing a new hire guide

  • Product and sales techniques training

  • Post-hiring evaluation and follow-up

• Leadership Styles in Sales Environments

  • Participative leadership

  • Directive leadership

  • Motivational leadership

• Continuous Motivation Techniques

  • Financial and non-financial incentives

  • Competitions and reward programs

  • Creating a positive competitive environment

• Building Trust and Loyalty

  • Active listening to team needs

  • Enhancing communication and mutual respect

  • Supporting individual professional growth

• Fundamentals of Managerial Communication

  • Difference between formal and informal communication

  • Internal communication tools

  • Providing constructive feedback

• Conflict Resolution within the Team

  • Causes of conflict in sales teams

  • Managing disagreements professionally

  • Balancing individual interests with team goals

• Sales Team Meetings

  • Planning effective meetings

  • Setting objectives and tracking results

  • Promoting transparency and participation

• Key Performance Indicators (KPIs)

  • Monthly and quarterly sales

  • Conversion rates and deal closures

  • Compliance with the sales plan

• Individual and Team Performance Analysis

  • Evaluating results against targets

  • Modern sales assessment tools

  • Performance reports and data interpretation

• Corrective and Improvement Mechanisms

  • Individual development plans

  • Regular follow-up and feedback

  • Addressing underperformance professionally

• Persuasion and Negotiation Techniques

  • Stages of sales persuasion

  • Handling objections

  • Effective deal closure

• Professional Sales Presentation

  • Elements of an effective presentation

  • Using supporting materials

  • Handling hesitant customers

• Customer Relationship Management (CRM)

  • Concept of managing customer relationships

  • Organizing customer data and visits

  • Using sales software

• Expanding into New Markets

  • Market feasibility studies

  • Market penetration techniques

  • Handling cultural differences

• Advanced Sales Strategies

  • Cross-selling

  • Up-selling

  • Consultative selling

• Supporting Innovation within the Team

  • Encouraging individual initiatives

  • Knowledge and experience sharing

  • Testing innovative sales models

• Legal Controls in Sales Practices

  • Consumer protection

  • Contracts and sales obligations

  • Handling complaints and disputes

• Ethical Standards in Sales

  • Honesty and transparency

  • Commitment to promises and offers

  • Respecting privacy and confidentiality

• Internal Sales Policies

  • Organizing team workflows

  • Controlling performance and discipline

  • Managing systems and incentives

• Team Achievement Analysis

  • Comparing targets to results

  • Reviewing successes and challenges

  • Final evaluation of the team and individuals

• Collecting Feedback

  • Internal surveys

  • Reviewing performance evaluations

  • Analyzing customer feedback

• Developing a Sustainable Improvement Plan

  • Identifying future improvement opportunities

  • Designing annual training plans

  • Enhancing sustainability of sales performance