Depositphotos 6841768 mfemmeordi



This two-day course gives an overview of the main activities that an efficient sales manager must accomplish. The participants will stretghen their qualitative management abilities, that is to say mastering the sales data of the organization. They will also improve their leadership and team management competencies especially in territory management, recruitement and selection, performance evaluation , compensation and motivation.




Duration : 12 hours
Educationnal approach : presentation, personnalized coaching, individual exercises


Objectives :

  • Define the different roles of a sales manager
  • Master the quantitative tools available to facilitate decision making
  • Develop communication and team management competencies



  1. Potential market estimate
  2. Sales forecast
  3. Accounting and finance principles
    1. ABC accounting
    2. Clients profitability
  4. Customer relationship management (CRM)
  5. Sales team structure
  6. Recruitement and selection
  7. Territory management and quotas
  8. Compensation
  9. Salesperson problems
  10. Performance
    1. Four types of motivation
    2. Leadership styles
  11. Performance assesment
    1. Feedback
    2. Coaching et mentoring
  12. Sales team trainingDepositphotos 18927109 morchestra