Sales and MarketingSales Management and Team Leadership
The best salesperson is usually promoted to manage the team, and then spends the year selling on their behalf rather than building capability, which caps the team at one person's capacity. This course covers the actual job. Delegates work through territory and account allocation, target setting that is achievable and still ambitious, and pipeline management including the forecast discipline that makes a number believable. Coaching in the field is the core skill taught, since it is the only reliable way a manager improves results. Recruitment and onboarding of salespeople are covered. Compensation and incentive design follow, along with the behaviours each plan actually produces. The course closes on managing underperformance and on the reporting a sales manager owes upward.
Course objectives
- Allocate territories and accounts sensibly
- Set targets that are achievable and still ambitious
- Manage a pipeline and produce a believable forecast
- Coach in the field rather than sell on the team's behalf
- Recruit and onboard salespeople effectively
- Design compensation and understand the behaviour it produces
- Manage underperformance and report upward honestly
Who should attend
- Sales managers and team leaders
- Newly promoted sales supervisors
- Regional and branch managers with sales teams
- Business development leaders
- Executives overseeing a sales function
Course outline
- 01Selling on their behalf instead of managing
- 02Territory and account allocation
- 03Target setting
- 04Pipeline management and forecast discipline
- 05Field coaching
- 06Recruitment and onboarding
- 07Compensation and incentive design
- 08Underperformance and upward reporting
Scheduled sessions
| Dates | Venue | Format | Price | Register |
|---|---|---|---|---|
| 23 to 25 September 2026 | Casablanca, Morocco | Classroom | USD 995 per delegate | Register Now |
| 12 to 14 October 2026 | Johannesburg, South Africa | Classroom | R14,950 per delegate | Register Now |
| 7 to 9 December 2026 | Cape Town, South Africa | Classroom | R14,950 per delegate | Register Now |
| 1 to 3 February 2027 | Online | Online | R6,500 per delegate | Register Now |
| 15 to 17 March 2027 | Maseru, Lesotho | Classroom | R14,950 per delegate | Register Now |