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Certified Sales Manager CSM

Course Overview

While many Sales Managers rise from successful sales careers, the transition requires having specific competencies. Leading and managing a high-performing sales team demands specific skills, and our professional course is designed to equip you with the essential tools.

This advanced training addresses topical questions in sales management, offering solutions to challenges such as team motivation and performance enhancement. Tailored for optimal outcomes, the course provides relevant tools for effective team management and leadership. Gain insights into building a strong teamwork culture, making strategic hiring decisions, and motivating your team for peak performance.

This professional course covers a range of topics. In addition to the ones outlined earlier, we address the following points:

  • Understanding your sales team and essential management aspects
  • Developing precise and achievable strategies and plans for your sales team
  • Evaluating performance and setting high standards
  • Applying advanced sales management models and techniques
  • Implementing effective strategies for managing multicultural teams

Discover success as a Certified Sales Manager (CSM) in this professional course, exploring insights, techniques, and tools from industry specialists to enhance both your individual and team’s performance.

Who Should Attend

  • Salesmen/women who were just appointed as manager
  • Sales Executives, and Sales Representatives who want to become managers
  • Sales Account Managers
  • Assistant Sales Manager
  • Salespersons who plan to become Sales Managers
  • Experienced Sales Managers
  • Everyone who works with sales staff and wants to understand and manage them better

Course Objectives

At the end of this course, participants will be able to:

  • Be equipped with professional Sales Manager tools to lead a winning sales team
  • Drive and motivate Teams to produce higher revenue and maximize performance
  • Recruit, train and efficiently supervise high-caliber sales professionals
  • Improve your Sales Team’s productivity in absolute figures and overall effectivity
  • Learn how to increase Productivity and generate more Profit with rational resources
  • Understand the key internal motivators of your sales team and apply them effectively
  • Be an effective Sales Manager by using the best management & leadership principles
  • Set definitive standards and key performance indicators to ensure consistent Results
  • Properly collect data, evaluate it and assess the Performance of your sales team
  • Study cultural elements and know why a diverse salesforce is essential to Success
  • Implement a strategic, long-term approach to the continued progress of your sales team

Course Content

Introduction to Sales Management – What Is the Role of Sales Managers?

  • Defining the mission of a Sales manager and why s/he should be both great manager and leader
  • How the role and importance of sales management has evolved over the previous decades
  • Revealed: behaviors of successful sales managers – creating your perfect profile as SM
  • Comparing business realities with customer values to develop preliminary critical objectives

Leadership and Sales

  • Fundamentals of leadership – your role and functions
  • Leadership styles and identifying your style
  • Importance of Emotional Intelligence and you can develop it for better results

Boosting Self Effectiveness

  • Fundamentals of Stress management
  • Time management principles and organizational skills
  • Overcoming common communication barriers
  • Mastering verbal and non-verbal communication techniques
  • Identifying your communication style
  • Strategy and planning skills for better results

Strategic Look at Sales Management

  • Sales management: strategic or tactical
  • What are my Critical Success Factors (CSF’s)?
  • SWOT and PESTLE analysis
  • Reliable forecasting techniques and approaches

Sales Plan and Control

  • Components of a sales plan and control
  • The critical importance of setting performance standards
  • Qualitative and quantitative measures of performance – exploring the best sales evaluation models
  • Structuring and deploying the sales force
  • Territory design, allocation, and management

Vital HR Competencies for Sales Managers

  • The Interviewing, Qualifying and Hiring Process
  • Identifying the best practices for hiring productive sales professionals
  • Psychographic profiling techniques to better predict on-the-job success
  • How to better evaluate sales skills, motivation and commitment
  • Managing Employee Turnover
  • Handling the underperforming sales team member
  • Fundamentals of conflict management
  • Boosting results by implementing strategic sales training initiatives
  • The field training process

Sales Coaching

  • Critical sales team coaching success factors, standards, commitments, and nuances
  • Discrete steps to sales management coaching success
  • How to handle coaching resistance
  • Exercise: coaching your most challenging salesperson
  • Planning and Conducting Effective Sales Meetings

Establishing Sales Motivation & Compensation Programs That Drive Superior Performance

  • Crucial factors to consider when developing sales compensation programs
  • How to link sales force incentives with your firm’s business strategies
  • Understand motivators of each employee for accelerating their results
  • Increasing motivation with a simple approach to recognition, contests and competition
  • Rewarding top performers while counseling poor performers to boost their results
  • How to design or recommend a total compensation plan that will lead to goal attainment

Sales performance management

  • The critical importance of setting standards
  • Types of standards
  • Characteristics of an effective appraisal system
  • Criteria for results-based evaluations
  • Monitoring and managing key indicators (KPI)
  • Qualitative and quantitative measures of performance
  • Sales evaluation models

Table of Contents

Course Code DU0502 Category
Location: Dubai, UAE
Duration: 5 Days
Language: English
Cost: 15,770 SAR
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