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Managing Results
 Managing Results


The best solution for Sales Management Training Courses

A hands-on one-day course with free pre-course online skills testing

Full details of modules and topics covered in this one-day course


This is a one-day training course structured into 8 modules


Sales are a crucial function for any organisation and the lifeblood of any sales department are the sales staff themselves. Effectively motivating, coaching and leading a successful sales team is an exhilarating role with many rewards. It also has a plethora of pitfalls and unique challenges found in no other role. Even the most experienced managers can falter at the unique hazards of running a sales team.

This one-day training course has been designed to give delegates the appropriate tools to efficiently manage a prosperous team of sales professionals.


Anyone involved with the management and/or supervision of sales staff, or those who are intending to move into the role.


By the end of this workshop, delegates will be able to:

  • Understand the causes of teams failing and how to plan for your team being successful
  • Develop accurate sales forecasts
  • Write a clear business strategy for your team and understand who you need to do business with
  • Efficiently manage sales territories and conduct regular reviews of those territories
  • Plan for the future by identifying individuals worthy of progression and giving them the skills required
  • Manage the performance of your sales team and communicate standards clearly
  • Manage the performance of under performers and handle difficult situations

Want to see prices and options for delivery of your training?

MODULE 1:  Avoiding Failure
Topics covered:
  • Causes of Team Failing
MODULE 2:  Forecasting Sales Revenue
Topics covered:
  • Understanding Sales Forecasts
  • Developing Forecasts
MODULE 3:  Business Strategy
Topics covered:
  • Who should you do business with?
  • Group Exercise
  • Where Should We be Spending Our Time?
  • The Sales Pyramid
MODULE 4:  Managing Sales Territories
Topics covered:
  • Choosing the Best Territory Strategy
  • Conducting Sales Territory Reviews
MODULE 5:  Succession Planning
Topics covered:
  • The Importance of Succession Planning
  • Multi-Skilling Your Team
  • Mentoring
MODULE 6:  Performance Management
Topics covered:
  • Sales Performance
  • Performance Evaluations
MODULE 7:  Managing Poor Performers
Topics covered:
  • Skill and Will
  • Improving Sales Performance
  • Addressing Substandard Sales Performance
  • Following up on Substandard Performance
MODULE 8:  Your Personal Action Plan

Want to see prices and options for delivery of your training?


Sales Management Introduction

[Duration: one day]

Sales Management Introduction

  • The Foundation for Effective Sales Teams
  • Effective Sales Performance
  • Managing Sales Territories
  • Forecasting Sales Revenue
  • Motivating Sales Teams
  • Your Personal Action Plan

Sales Management: Staff Development

[Duration: one day]

Sales Management: Staff Development

  • Managing Sales Teams
  • Recruiting Sales Professionals
  • Setting Clear Expectations
  • Building Relationships
  • Coaching Sales People
  • Motivating Sales Teams
  • Running Sales Meetings
  • Your Personal Action Plan


General Information

All Activia sales management training courses have been created, reviewed and developed to ensure up to date provision and constantly improving standards of content. Our Sales Management training is interactive and classroom-based which maximises learning through the ability to ask questions and discuss specific issues.

Class Sizes

Maximum class size for Sales Management courses is 10 delegates, which ensures that attendees get adequate time for personal attention from the instructor. At some of our centres, the maximum class size is 12 delegates.

Note that we never cancel our scheduled classes -- even if there are only one or two delegates -- so once you have booked, your place is assured.

For training at your offices, we can deliver classes of up to 15 delegates, though with bigger class sizes you must understand that there is less time for questions from delegates, and this may affect the quality of their experience.

How to book
Course, dates and delegate numbers
Decide on the Sales Management course you want, the date(s) you can attend, and the number of delegates involved
Training location
Also decide whether you want training at your offices or at one of our centres
Speedy course booking
You can use the Speedy Quote option to contact us for a quick price, or you can book online from the schedule on this website
Call us
if at any time you want help or advice, or you want to book on the telephone, just call us on 0333 6000 111 to speak to one of our friendly training advisors

Note: With non-credit card bookings you must sign and return a Booking Form before we can confirm your training.

Also note: If you are a private individual you must pay by credit card at the time of booking.

The confirmation process
Course places allocated
Your place is allocated, along with the trainer, workbooks and exercise files if appropriate
Booking confirmation
You receive an official confirmation, with joining instructions (and directions if it's at our centre)
Training invoice
You receive a VAT invoice

Note: Please allow 1 - 2 working days for your confirmation and invoice.

What happens on the day

If you are coming to our centre, dress code is smart casual.   Refreshments in the form of tea/coffee will be provided for morning and afternoon breaks, but please note that we do not provide lunch.   The timetable is as follows:













Note: break times can vary according to the needs of the training, and course duration for smaller class sizes are usually shorter because fewer delegates have fewer questions !

For training at your offices, this itenerary can be varied by prior arrangement.

What you get

With your Sales Management training course from Activia, you get a free workbook, so you can review and revise afterwards to reinforce your knowledge.

Every delegate on a Sales Management course also gets an Activia Training Attendance Certificate.


Call us on:
0333 6000 111

   You can Email us direct (You'll usually get a response within 2-3 working hours)
   Or fill out the details below and we'll be in touch very soon:


We can enhance your skills with training course in Sales Development at any of our twelve training centres UK wide, or we can come to your offices: if you have groups of three or more staff who need training, this is a very convenient, flexible and cost effective option. Moreover, most of our sales management courses are 1 day, which keeps "out of office" periods for attendees to a minimum.

We have been delivering sales management: managing results all over the UK since 1995 and have continually developed our philosophy of high quality, flexible and results-driven provision of training in management of sales staff to ensure constantly improving standards of quality.   So you can be confident that we have the expertise, and the experience, to give you a great return on your investment in Training in Management Of Sales Staff from Activia.

Why not contact us today to see how we can help with providing your course for managing sales people ?

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