Managing the Salesforce

Sales and Marketing Skills

Course Duration: Two days

Course Overview

Sound motivation and communication skills are essential to good sales management practice. Both these skills are interwoven throughout this highly interactive two day course which is an invaluable programme for Sales Managers relatively new to the managerial role. This course is intended for Sales Managers who have gained some experience within their role, but have received little or no formal training, and would like to learn a more structured approach to managing their sales team.  Delegates will be trained on methods designed to improve the performance of their sales team by successfully managing both results and activity.


  • Design and use management controls
  • Develop a simple manpower strategy
  • Prepare for and conduct recruitment interviews
  • Take responsibility for the training and development of their staff
  • Understand the principles of business planning
  • Measure sales performance and manage sales activity
  • Design an incentive programme for individuals and the team
  • Devise and manage a customer care programme

Learning outcomes

Who should attend


Course benefits

Pre-course work

Further courses to consider


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Managing the Salesforce

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