Sales Management Essentials Training Course


5 days

Who Should Attend

New, Emerging, Potential and Tenured Sales Managers – This Course is A Must!


Upon completion, participants will receive a Certificate of Completion from The Performance Management Academy.





Sales Managers need specific skill sets to be effective Managers! The Art of Management is not just a theory – it is a necessity.  Sales Management Essentials offers the most meaningful, comprehensive and actionable Sales Management Training program available. Sales Managers need to know how to motivate, retain and reward sales professionals as well as train, coach and optimize the performance of their team. Sales Managers need to use effective and passionate communication and people skills and they need to define a strategy and set meaningful goals and objectives. Managers must measure, track and report on key sales metrics such as call average, close ratios, funnel status and new business development. Managers today must direct multi-generational, diverse workforces and deliver caring, effective leadership.

Our premier course, Sales Management Essentials, sets a standard for Sales Managers with the most comprehensive, proven and advanced skill development program available. Sales Management Essentials is tailored to recognize the unique needs of the Sales organization. For new, emerging, potential and tenured Managers, Sales Management Essentials is an absolutely mandatory course and the cornerstone for building strong, effective and respected Leaders. This Course Is A Must!

Course Summary:

Sales Management Essentials covers the critical elements of sales management and provides the best practices and behaviours for leading strong and progressive sales teams. The course is fast paced, yet comprehensive and covers areas ranging from motivation to goal setting to recruiting and retention strategies and presentation skills. With a review of the various management theories and an understanding of practical application, this course utilizes lectures, group discussions, case studies and role playing. This is a week-long intensive course that will leave participants in a better position to positively impact their sales organization.

Course Outline and Key Topic Areas include:

•    So Now You’re a Sales Manager…
•    Sales Leadership and Motivation –  Theory and Practice
•    Management Ideologies
•    Retention and Reward
•    Performance Standards, Management, Review and Development
•    Communication and Listening Skills
•    Persuasive Sales Presentation Skills
•    Objection Handling Skills
•    Sales Planning, Account Management and Business Development
•    Effective Meeting Management
•    Recruiting and Interviewing Top Sales People
•    Keeping the Sales Funnel Full
•    Business Analysis, Strategy Development and Deployment
•    Sales Organization and Territory Goals – Including Account Objectives and Tracking
•    Training and Coaching
•    Evaluating Sales Effectiveness
•    Teams and Teamwork
•    Effective Handling of Employee Termination
•    Management Behaviours: Art of Management and the Elements of Spectacular Sales Leadership
•    Employee Engagement
•    Managing Effective Meetings
•    Management Decision Making

How You Will Benefit:

•    Learn various motivational theories and models that drive the productivity of your sales organization
•    Understand why sales employees stay committed – or leave – organizations.
•    Discover how to stimulate teamwork and empower staff
•    Develop skills for conducting performance reviews and setting sales benchmarks for continual improvement
•    Learn the critical skills for maintaining open communications
•    Learn how to actively listen and project an image of caring
•    Learn to deliver persuasive, passionate presentations and communications
•    Develop positive techniques to handle customer and employee objections and resolve conflicts
•    Understand how to better manage sales resources
•    Learn how to prioritize and develop key accounts
•    Learn to isolate new opportunities and identify new customers
•    Learn to manage meetings effectively
•    Make better decisions and understand the management decision making process
•    Develop the skills to better train and coach sales staff
•    Develop skills for analyzing a business and establish a mission, strategy, tactics and actionable goals
•    Understand how to build effective sales teams
•    Learn key methods to measure sales effectiveness
•    Learn how to translate organizational goals into actionable sales objectives and plans
•    Learn how to manage a multi-generational, diverse workforce
•    Learn to identify, interview and recruit top performing sales professionals
•    Learn how to maintain poise when faced with a difficult decision
•    Develop awareness to the sensitivity and handling of employee termination
•    Develop management and leadership skills where “caring counts”


"Having Performance Management Academy work with our team was the best decision we could make. Together, we learned the importance of being a good manager – armed with useful information, practical tools and a common language to bring forward as we work to improve the quality of our interactions with one another and our staff. Our facilitator was very skilled and took every opportunity to take our comments and questions about present day situations in our work place, and put them in the context of the useful information we were learning through the course. It was interesting, engaging, and allowed us a whole new perspective on why, as managers, “how” we do something is just as important as “what” we do. I would recommend this workshop to any organization that values its employees and workplace health and productivity."

Indigenous Management and Supervisory Skills - Management Essentials
Chief Executive Officer, Kitselas Band Council

"The presentation, material and knowledge shared provided relevant and comprehensive best practices in recruitment and selection. The candidate screening and communications techniques were particularly insightful. I would definitely recommend this session to both new and seasoned recruiters and hiring managers. "

Progressive Recruiting, Interviewing and Selection
Recruitment and Staffing Specialist, Nasittuq Corporation

"As a manager of many years in different sectors of employment (e.g.; First Nations, Federal Government, Provincial Government and Private Sector) and having attended Management Training courses over the years, this three day (3-day) course was the most informative and motivational and provided the proper tools and knowledge on how to improve as managers. The Facilitator was most accommodating and I felt that all the people who participated felt very comfortable with him. He was very down to earth and extremely entertaining with his presentation style."

Management and Supervisory Essentials
Health Care Manager, First Nations Health Board

"Thank you very much for the workshops. They were very interesting and we all gained more knowledge with the items discussed. Great workshop and well as interesting. Additionally, we had many laughs during the exercises. Thank you ThePMAC."

Management Essentials
Executive Director, Constance Lake First Nation

"Nerahten Developments Limited is committed to the training of its staff, that all of its employees perform their jobs properly and professionally in accordance with established policies and procedures. As we have stated to the Instructor on our departure, we were very satisfied with the five day management training session. The Instructor (Charles Hendriks) explained concepts and ideas effectively, facilitated discussion encouraged participation, responded to students’ questions and had thoroughly knowledge of the course material. The text book material was informative, current and classroom/ facilities was suitable. I feel that I have gained valuable skills and knowledge that will help me in my work performance. I would like to thank all the individuals who made this training session possible and would recommend this course to others. "

Management Essentials
Projects Administration, Nerahten Developments, Fort Good Hope, NT

"I will definitely apply what I learnt in this training to my current position. Thank you." "The material was relevant and appropriate." "I enjoyed the whole experience. The trainer is skilled in engaging the class and providing information in a helpful manner. I highly recommend this training!"

Indigenous Management and Supervisory Skills - Management Essentials
Virtual On-Line Training - Comments from a variety of managers from various organizations - including Treaty 3, Kenora, ON

"I am very pleased with the Indigenous Supervisor Management Skills course. The presenter was well prepared and the content is exactly what I needed to help me function well in my job!! Thank you!!"

Indigenous Management and Supervisory Skills - Management Essentials
Friendship House Association, Prince Rupert, BC

"This training was excellent. It was a great combination between skill and knowledge-basedlearning. There were opportunities to practice what was taught through roleplay and group discussions."

Indigenous Management and Supervisory Skills - Management Essentials
Policy Analyst, Ta'an Kwach'an Council, Whitehorse, Yukon