Leadership and sales team management
Selling well is not enough; you also need to grow the team.
Programme overview.
Covers the sales manager's role, managing different profiles in the team, motivation, target tracking, meeting discipline and performance management. A practical leadership programme for new or experienced managers.
Why this training?
The best salesperson is often not the best sales manager — the salesperson produces their own result; the manager enables others to produce results. In that transition too many leaders remain the team's 'super seller' and hold the team back. This programme builds the concrete habits of moving from seller to leader.
The backbone of the programme.
Situational Leadership
The same management style does not work for everyone. A directive approach for the new salesperson, delegation for the experienced one.
Weekly sales meeting structure
A 45-minute maximum format, outcome- rather than activity-focused, and team learning rather than individual reporting. A decision meeting, not a report meeting.
One-to-one meeting rhythm
Every two weeks, 30 minutes with each salesperson, on a fixed agenda: performance, development, obstacles, support.
Difficult conversations
Address performance drops, behaviour issues or loss of motivation early, respectfully and clearly — instead of postponing them.
Field example.
A newly appointed regional manager had been below target for six months with a team of eight. Finding: the weekly meeting lasted two hours and produced excuses rather than outcomes; there were no one-to-ones. A 45-minute fixed-structure weekly meeting and a fortnightly individual meeting were put in place. Four months later the team hit 108% of target and employee satisfaction had risen clearly.
By the end of the training, the participant will:
- 01Recognise and manage different salesperson profiles
- 02Run effective sales meetings
- 03Track individual targets with discipline
- 04Make giving feedback a natural team habit
Programme flow.
- The difference between the sales leader and the salesperson
- Team profiles and situational leadership
- The effective sales meeting
- Performance review
- Motivation and recognition
- Handling difficult conversations
Minimum 2 days
Turkish / French / German
Case studies, Meeting simulation, Feedback workshop
Certificate of participation issued
What do you leave with?
No pure theory: templates and documents adapted to your business, usable from day one.
- 01Weekly sales meeting agenda template
- 02One-to-one meeting format
- 03Performance review card
- 04Difficult-conversation scenario frame (DESC model)
Target participants.
- Newly appointed sales managers
- Experienced sales directors
- Entrepreneurs
Preparation.
- Manage a sales team of at least 3 people, or have been appointed to a management role
Leadership and sales team management — join the programme.
You can take this training individually, in a group or in-company. Send your request with your preferred language and format.