Course Duration: One-day course

Building & Managing a successful Sales Team

Success leadership and teamwork conceptThis course is designed for Sales Managers who want to deliver results through effectively managing a high-performing team


In order to build an effective Sales Team it is essential that it is well managed and working towards a shared goal

It deals with the creation and management of a team and includes practical techniques to maximise their sales success.

Course Objectives:

By the end of the course, participants will have:

  • Understood theories of how successful teams function
  • Examined different roles within teams and identified techniques of determining individual skills within their team
  • Practised techniques of assertive communication
  • Reviewed ways to motivate individuals
  • Created an individual Actual Plan to develop management skills that enhance the effectiveness of a sales team 

Course Content:


  • Course objectives
  • Leader or Manager? You decide
  • Leadership Styles – Which type of Leader are you?

What a successful Team looks like:

  • Qualities and Characteristics of successful sales teams
  • Analysing team roles
  • Evolution of teams

The importance of Communication skills:

  • Theories of Communication
  • Questioning and Listening Skills
  • Sharing information in teams
  • Giving Feedback
  • Dealing with difficult situations 

Motivating, Empowering & Delegating:

  • Theories of Motivation
  • Influencing and working with others
  • Setting SMART targets and Objectives
  • Principles of Delegation
  • Managing & Monitoring team performance

Creating an Individual Action Plan:

  • Formulating an Action Plan for the development and management of an effective sales team
  • Developing Coaching skills