Professional Sales Manager Training

Course Info

Length: 1 Week

City: Kuala Lumpur

Type: In Classroom

Available Dates

  • Dec-30-2024

    Kuala Lumpur

  • Jan-20-2025

    Kuala Lumpur

  • Feb-17-2025

    Kuala Lumpur

  • Mar-17-2025

    Kuala Lumpur

  • Apr-21-2025

    Kuala Lumpur

  • May-19-2025

    Kuala Lumpur

  • June-16-2025

    Kuala Lumpur

  • July-21-2025

    Kuala Lumpur

  • Aug-18-2025

    Kuala Lumpur

  • Sep-15-2025

    Kuala Lumpur

  • Oct-20-2025

    Kuala Lumpur

  • Nov-17-2025

    Kuala Lumpur

  • Dec-15-2025

    Kuala Lumpur

  • Jan-19-2026

    Kuala Lumpur

Dates in Other Venues

  • Dec-16-2024

    Dubai

  • Dec-16-2024

    Barcelona

  • Dec-23-2024

    Amsterdam

  • Dec-23-2024

    Istanbul

  • Dec-30-2024

    London

  • Jan-06-2025

    Amsterdam

  • Jan-06-2025

    London

  • Jan-13-2025

    Dubai

  • Jan-13-2025

    Barcelona

  • Jan-20-2025

    Istanbul

  • Jan-27-2025

    Paris

  • Jan-27-2025

    Singapore

  • Feb-03-2025

    London

  • Feb-03-2025

    Amsterdam

  • Feb-10-2025

    Dubai

  • Feb-10-2025

    Barcelona

  • Feb-17-2025

    Istanbul

  • Feb-24-2025

    Singapore

  • Feb-24-2025

    Paris

  • Mar-03-2025

    London

  • Mar-03-2025

    Amsterdam

  • Mar-10-2025

    Barcelona

  • Mar-10-2025

    Dubai

  • Mar-17-2025

    Istanbul

  • Mar-24-2025

    Paris

  • Mar-24-2025

    Singapore

  • Apr-07-2025

    London

  • Apr-07-2025

    Amsterdam

  • Apr-14-2025

    Barcelona

  • Apr-14-2025

    Dubai

  • Apr-21-2025

    Istanbul

  • Apr-28-2025

    Paris

  • Apr-28-2025

    Singapore

  • May-05-2025

    Amsterdam

  • May-05-2025

    London

  • May-12-2025

    Dubai

  • May-12-2025

    Barcelona

  • May-19-2025

    Istanbul

  • May-26-2025

    Paris

  • May-26-2025

    Singapore

  • June-02-2025

    Amsterdam

  • June-02-2025

    London

  • June-09-2025

    Barcelona

  • June-09-2025

    Dubai

  • June-16-2025

    Istanbul

  • June-23-2025

    Paris

  • June-30-2025

    London

  • June-30-2025

    Amsterdam

  • June-30-2025

    Singapore

  • July-07-2025

    London

  • July-07-2025

    Amsterdam

  • July-14-2025

    Dubai

  • July-14-2025

    Barcelona

  • July-21-2025

    Istanbul

  • July-28-2025

    Paris

  • July-28-2025

    Singapore

  • Aug-04-2025

    London

  • Aug-04-2025

    Amsterdam

  • Aug-11-2025

    Barcelona

  • Aug-11-2025

    Dubai

  • Aug-18-2025

    Istanbul

  • Aug-25-2025

    Singapore

  • Aug-25-2025

    Paris

  • Sep-01-2025

    London

  • Sep-01-2025

    Amsterdam

  • Sep-08-2025

    Barcelona

  • Sep-08-2025

    Dubai

  • Sep-15-2025

    Istanbul

  • Sep-22-2025

    Paris

  • Sep-29-2025

    London

  • Sep-29-2025

    Singapore

  • Sep-29-2025

    Amsterdam

  • Oct-06-2025

    Amsterdam

  • Oct-06-2025

    London

  • Oct-13-2025

    Barcelona

  • Oct-13-2025

    Dubai

  • Oct-20-2025

    Istanbul

  • Oct-27-2025

    Paris

  • Oct-27-2025

    Singapore

  • Nov-03-2025

    London

  • Nov-03-2025

    Amsterdam

  • Nov-10-2025

    Barcelona

  • Nov-10-2025

    Dubai

  • Nov-17-2025

    Istanbul

  • Nov-24-2025

    Singapore

  • Nov-24-2025

    Paris

  • Dec-01-2025

    Amsterdam

  • Dec-01-2025

    London

  • Dec-08-2025

    Dubai

  • Dec-08-2025

    Barcelona

  • Dec-15-2025

    Istanbul

  • Dec-22-2025

    Paris

  • Dec-29-2025

    Amsterdam

  • Dec-29-2025

    Singapore

  • Dec-29-2025

    London

  • Jan-19-2026

    Istanbul

Course Details

Course Outline

5 days course

 

Sales Management and the Marketing Mix

 

  • Common Characteristics of the Sales Force.
  • The Sales Competency Model.
  • The Primary Responsibilities and Roles of the Sales Manager.
  • The Sales Management Functions.
  • Major Mistakes Sales Managers Make.

 

Planning, Strategy and Organization

 

  • Structuring and Deploying the Sales Force.
  • Establishing Sales Strategies.
  • Sales Planning Basics.
  • Sales Forecasting Guiding Principles.
  • Sales Forecasting Techniques.
  • Territory Design, Allocation and Management.

 

Sales Process Management
 
  • Comprehending the Psychology of the Buyer.
  • Characteristics of Successful Sales People.
  • Identifying the components of the Sales Process.
  • Mastering the Sales Process Milestones.

 

Sales Management Capstone Competencies
 
  • Recruiting Sales People (Process and Interview).
  • Identifying Key Responsibilities.
  • Pinpointing Critical Tasks.
  • Training Sales People for Results.
  • The Field Training Process.

 

Team Leadership and Motivation
 
  • Team Inventory and Assessment.
  • Identifying Team Roles, Strengths and Weaknesses.
  • Coaching Sales People for Peak Performance.
  • Leadership Principles and Skills.
  • Motivation: Guidelines and Roadmaps.
  • Incentive Compensation Design.

 

Sales Performance Management
 
  • The Critical Importance of Setting Standards.
  • Types of Standards.
  • Sales Force Analytics and Reporting.
  • Aligning Metrics with Sales Performance.
  • Sales Evaluation Methods.
  • Confronting Incompetence.

Course Video