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Professional Sales Management

Understanding the roles and responsibilities of a professional and productive sales manager

Who is this workshop for?

This two-day workshop is for anyone in sales management, ranging from those in (or about to enter into) their first sales management role to those more experienced sales managers who want to refresh themselves with productive sales management best practice.

What does the workshop focus on?

This workshop utilises Wiley’s Everything DiSC management profile.

Its core focus is on helping manager's better understand their own behavioural style and those of the people they lead.


Sales managers often rise to a management role from a successful career in sales, but the skills required of a successful sales manager are quite different than the skills of a successful salesperson, which is the key focus of this 2-day workshop.

This workshop will enable delegates to have a clear understanding of the successful sales manager's responsibilities and how to become more effective in their roles.

Business Meeting

What are the benefits of attending?

During the workshop delegates will explore the skills needed for them to,

  • Lead a successful sales team

  • Manage an accurate and robust sales pipeline and forecast

  • Implement productive sales plans

  • Create a motivating environment

  • Understand the different personal characteritics of each member of their team

  • Monitor and evaluate the performance of their people

  • Provide the required direction and support to ensure target achieving sales results.

By the end of this workshop participants will be able to,

  • Understand the roles and responsibilities of a sales manager

  • Learn skills to achieve better results through their teams using sales plans and targeting techniques

  • Clearly understand how to prepare a sales forecast and a sales plan for their sales operation

  • Properly observe, evaluate and give feedback to team members

  • Set performance development objectives using assessment tools supplied and provided within the workshop

  • Create a more motivating environment for each team member

  • Run more effective sales meetings to inspire and provide clear direction.

Do they need to do anything before they attend?

Prior to the workshop attendees will be asked to complete an online Everything DiSC Management profile assessment.

On completing the assessment, they will receive their Everything DiSC Management Profile, designed to enable them to better understand their natural leadership style and how to adapt and stretch to their team member's natural behavioural style.  Their profile will be used as their personal reference point during the workshop.

How many people can attend?

The Professional Sales Management workshop is designed to accommodate between 6 to 12 people.

"I am not afraid of an army of lions led by a sheep; I am afraid of an army of sheep led by a lion."

Alexander the Great

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