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Sales Management Certificate Program

You’re a new sales manager, taking over a sales team with both rookies and pros.

You're a new sales manager, taking over a team with both rookies and pros. You also have an open territory that needs to be filled as quickly as possible. Where do you start? How do you gain the respect of your team? How can you maximize the skills of each team member? And how do you respond to your manager’s demands? In this seminar, you will gain critical-to-success management skills, from proven communication techniques to interviewing tools…from establishing an effective training program to a six-step coaching process that helps you maximize your sales team’s skills. Certificate Programs include additional post-course resources: On demand lessons to reinforce key skills Best practice skill refreshers Articles offering practical tips and tactics

Seminar Number: 05227

4.8
(160 reviews)
  • In-Person
  • Live Online
  • At Your Company Location

Course Scheduling & Pricing

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Who Should Attend

Newly appointed or prospective sales managers who need the tools to respond to customer, team and company needs.

Note: More experienced sales managers should attend Advanced Sales Management.

  •   In-Person3 Day(s)
    1.8 CEU, 18 PMU
  •   Live Online3 Day(s)
    1.8 CEU, 18 PMU
 
 

You're a new sales manager, taking over a team with both rookies and pros. You also have an open territory that needs to be filled as quickly as possible. Where do you start? How do you gain the respect of your team? How can you maximize the skills of each team member? And how do you respond to your manager’s demands? In this seminar, you will gain critical-to-success management skills, from proven communication techniques to interviewing tools…from establishing an effective training program to a six-step coaching process that helps you maximize your sales team’s skills.

Certificate Programs include additional post-course resources:

  • On demand lessons to reinforce key skills
  • Best practice skill refreshers
  • Articles offering practical tips and tactics
  • Make a smooth transition to sales management
  • Win respect by building your management skills
  • Ensure your team’s productivity through recruiting, training and coaching skills
  • Effectively plan—and target—customers and territories
  • Successfully plan your logistical operations and organizational structure
  • Making the transition to management
  • Understanding management communication styles
  • The Internal Motivation theory
  • Developing SMART goals
  • Recruiting and interviewing
  • Creating for, and presenting information to, the salesperson
  • Best practices in sales skills today
  • Characteristics of appropriate delegation
  • Positive approaches to problem solving
  • Developing a win-win appraisal or goal-setting system
  • Applying the principles of team-building
  • Recognizing the principles of leadership

Learning Objectives

  • Analyze Personal Strengths and Weaknesses
  • Analyze Individual Team Members’ Strengths and Weaknesses
  • Analyze the Team’s Strengths and Weaknesses
  • Develop a Plan to Maximize Team Strengths
  • Staff the Team Appropriately
  • Train Individuals to Perform at Their Best
  • Coach and Counsel Salespeople for Continuous Growth and Motivation
  • Delegate to Enhance and Enrich the Salesperson’s Job
  • Manage Time Better
  • Maximize the Effectiveness of the Team as a Whole
  • Develop a Mentoring Mentality by Developing a Greater Understanding of Interpersonal Skills and the Use of Sales Data
  • Better Facilitate the Discussions That Must Occur in the Presence of Nonperformance
  • Establish a Managerial Support Team
  • Improve Work/Life Balance

Transition and Challenges of a New Sales Manager

  • Understand the Nature of Transitioning to Management
  • Balance the Responsibility of Being a Manager and a Member of the Management Team

Styles and Methods of Communication That Ensure Sales Success

  • Understand Others Through Gaining a Better Understand of Yourself
  • Focus Logically on What Your Sales Team Does Correctly, and What They Can Improve Upon
  • Apply Knowledge of Behavioral Profiling to Communicate with and Motivate Your Sales Team

Recruiting, Interviewing, and Onboarding for Dynamic Impact

  • Understand the Necessary Criteria to Make Recruiting Effective for Your Organization
  • Identify Best Candidates Across Various Sources

Sales Meeting with Muscle: Getting Your Point Across

  • Understand the Structure of a Well-Defined Meeting
  • Learn Techniques to Run an Impactful Sales Meeting That Gets to the Point
  • Discuss Time Wasters in Terms of Meetings and How to Avoid Them

Goal Setting and Sales Metrics

  • Leverage Sales Performance Data as a Method for Coaching Salespeople to Greater Levels of Performance
  • Utilize Your Company’s Vision Statement to Drive Sales Growth Through Increased Sales

Delegation, Managing Your Salespeople’s Time, and Managing Your Own Time

  • Better Utilize Time Management as an Effective Sales Management Tool for Yourself and Your Team
  • Understand the Immense Power of Delegation as a Training Tool as Well as a Tool to Free Up Your Time

Coaching and Counseling

  • Develop a Deep Understanding of the Goals Process and How It Will Facilitate Coaching Sessions
  • Understand How Coaching and Training Meld into Employee Development

Termination Tactics for Unsuccessful Performance

  • Terminate Legally
  • Terminate Ethically

The Underpinning of Attitude, Performance, and Motivation

  • Use Motivation as a Managerial Tool for Enhancing Your Sales Team’s Performance
  • Discover Techniques for Cultivating Positive Sales Habits to Boost Productivity

Wrap-Up: YOU are an Integral Part of the Executive Team
(Key Takeaways)

  • Formalize the Notion That YOU Are an Important Part of the Executive Structure Within Your Organization
  • Convey to Direct Reports That Sales Bring in the Revenue for Other Areas of the Company to Function Properly
  • Motivate Yourself as Both a Sales Manager and Leader

Download Extended Seminar Outline PDF

View a Sample of Our Reviews

4.8

160 reviews

 
I really enjoyed how psychology-based this course was. It really helped to frame all the topics that we were covering into real time situations.
5
Elias M.
 
Sales Manager
 
Industry: Business Services
Fantastic course and instructor! I have been in sales over 20 years and so many new concepts learned that I can't wait to implement!
5
Jason C.
 
Sales Product Development Manager
 
Industry: Manufacturing
Course was really fantastic. Was eye opening to how much differently I now feel I need to be managing. A few of the sections were a little redundant.
4
Chris F.
 
Regional Sales Manager
 
Industry: Retail
Thought this was a very engaging course. We had a diverse group of people from different industries that made for good discussion. The instructor did a great job facilitating the conversations and offered great insight.
5
Colton P.
 
Market Manager
 
Industry: Manufacturing
Superb course, huge amount of valuable content. Excellent coach too. I am a sales engineering manager but this gave me lots of insight and techniques.
5
SANJAY R.
 
Manager, Sales Engineering
 
Industry: Software

This course is valid for 18 PMUs.

American Management Association is accredited by the International Accreditors for Continuing Education and Training (IACET) and is accredited to issue the IACET CEU.

In-Person Schedule

3 Sessions Available

Live Online Schedule

3 Sessions Available

  • $2,895.00 Non Members
  • $2,595.00 AMA Members
  • $2,478.00 GSA
Date Duration State City Zip
  2025-06-02 2025-06-04 Jun 2, 2025 - Jun 4, 2025 3 Days IL Chicago 60601-5927 Chicago Register Now

  2025-08-13 2025-08-15 Aug 13, 2025 - Aug 15, 2025 3 Days CA San Francisco 94103 San Francisco Register Now

  2025-11-12 2025-11-14 Nov 12, 2025 - Nov 14, 2025 3 Days GA Atlanta 30309-7705 Atlanta Register Now

I really enjoyed how psychology-based this course was. It really helped to frame all the topics that we were covering into real time situations.
5
Elias M.
 
Sales Manager
 
Industry: Business Services
Fantastic course and instructor! I have been in sales over 20 years and so many new concepts learned that I can't wait to implement!
5
Jason C.
 
Sales Product Development Manager
 
Industry: Manufacturing
Course was really fantastic. Was eye opening to how much differently I now feel I need to be managing. A few of the sections were a little redundant.
4
Chris F.
 
Regional Sales Manager
 
Industry: Retail
Thought this was a very engaging course. We had a diverse group of people from different industries that made for good discussion. The instructor did a great job facilitating the conversations and offered great insight.
5
Colton P.
 
Market Manager
 
Industry: Manufacturing
Superb course, huge amount of valuable content. Excellent coach too. I am a sales engineering manager but this gave me lots of insight and techniques.
5
SANJAY R.
 
Manager, Sales Engineering
 
Industry: Software
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