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Sales Management and Coaching Course

  • How to Grow a High-Performance Sales Team

Course Overview

The Sales Management and Coaching Course is an eight-week blended learning programme designed for current and aspiring sales managers seeking to inspire and lead with confidence. Combining virtual training, self-paced modules, and personalised coaching, this course builds essential leadership and performance capabilities. Participants learn to set a clear sales vision, manage pipelines effectively, implement efficient systems, and coach their teams to achieve outstanding success. Ideal for managers wanting practical tools and proven strategies to drive consistent, high-performing sales results, this course empowers leaders to cultivate motivated teams, foster growth, and exceed targets. As a trusted training service provider, we equip sales professionals in South Africa with the skills and mindset to thrive in today’s competitive marketplace.

Course Objectives

  • 1. Understand the role of sales management and apply key leadership principles.
  • 2. Develop a performance-based sales culture using behavioural frameworks.
  • 3. Implement sales strategies that align vision, goals, and execution.
  • 4. Build and manage sales pipelines for accurate forecasting and opportunity tracking.
  • 5. Enhance personal leadership style to influence and motivate their team.
  • 6. Apply coaching models to develop individual and team capabilities.
  • 7. Use tools and analytics to manage meetings, performance gaps, and outcomes.
  • 8. Create development plans that drive long-term sales excellence.

Course Outline

  • Define the core role of a sales manager
  • Understand high-performing sales team dynamics
  • Apply the Enable–Innovate–Manage–Coach framework
  • Create performance partnerships with team members
  • Distinguish between behaviour and outcomes
  • Implement a behaviour-based performance system
  • Identify success factors and monitor performance
  • Use tools like the Sales Performance Causes/Actions matrix
  • Set clear performance expectations
  • Diagnose and address performance gaps
  • Use Development Action Plans and Sales Team Analysis tools
  • Apply the Sales Forecasting Improvement Model
  • Improve forecast accuracy with a 3-step system
  • Set pipeline stage criteria aligned to customer buying behaviour
  • Track velocity and spot red flags
  • Coach reps to move opportunities forward
  • Differentiate between managing and leading
  • Identify four essential sales leadership abilities
  • Develop and communicate a motivating sales vision
  • Apply leadership as a tool for strategic decision-making
  • Use leadership styles to influence behaviour
  • Identify and leverage internal motivators
  • Understand and apply motivational drivers
  • Build a personal growth and leadership plan
  • Understand the difference between managing and coaching
  • Develop a coaching mindset and listening skills
  • Analyse team strengths, gaps, and development needs
  • Apply the ABC coaching model and coaching contract
  • Create and implement a sales coaching plan
  • Use diagnostic tools like the Development Matrix and Skills Profile
  • Conduct effective coaching calls and debriefs
  • Overcome resistance and gain commitment to change
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Delivery Method

  • Virtual instructor-led training sessions over 8 weeks
  • Self-paced eLearning modules with assignments
  • Three one-on-one virtual coaching sessions
  • In-person and on-site delivery available upon request
  • Certificate awarded upon successful completion
  • Tools, templates, and checklists included

Ideal for new or experienced sales managers ready to elevate team results.

The Sales Management And Coaching programme equips sales managers with tools to lead teams, drive performance, manage pipelines, and coach effectively for sustainable sales success.

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