Sales Force Management

Introduction

The Sales Force Management Programme is designed to equip leaders and managers with the strategic, analytical, and people-driven capabilities required to build, lead, and optimise high-performing sales teams. In today’s competitive marketplace, success depends on the ability to position the sales function as a strategic engine of business growth. This programme provides a comprehensive understanding of sales structures, performance systems, customer engagement strategies, and motivational leadership practices that align the sales force with organisational objectives. Through practical tools, real-case discussions, and performance-focused frameworks, participants learn how to drive revenue, develop strong sales cultures, and manage sales teams with clarity and impact.

Objectives

Participants will be able to:

• Understand the strategic role and structure of a modern sales force.

• Develop effective sales planning, forecasting, and territory management strategies.

• Strengthen sales team leadership through clear communication, motivation, and accountability systems.

• Apply performance management tools to assess, coach, and elevate sales talent.

• Analyse customer behaviour to craft winning sales strategies and value propositions.

• Improve alignment between sales, marketing, and organisational goals.

• Build systems and processes that support sustainable sales growth and operational efficiency.

Key Features

• Sales Strategy Frameworks: Tools for developing competitive and customer-centric sales strategies.

• Performance Management Systems: Methods for evaluating and improving sales performance.

• Coaching & Motivation Models: Practical techniques for developing, engaging, and retaining sales teams.

• Sales Analytics & Forecasting: Hands-on insights into data-driven decision-making.

• Real-World Case Studies: Application of concepts to actual business challenges.

• Interactive Workshops: Simulations and group exercises to strengthen practical understanding.

• Actionable Templates: Ready-to-use tools for planning, tracking, and managing sales activities.

Who Should Attend

This programme is ideal for:

• Sales managers, supervisors, and team leaders.

• Business development managers and heads of sales.

• Commercial and marketing professionals supporting sales operations.

• Entrepreneurs and business owners seeking to strengthen sales performance.

• Professionals transitioning into sales leadership roles.