This comprehensive "Managing a Sales Team" course from Sales and Marketing ProSkills.training is designed for current and aspiring sales leaders who are pivotal to their company's growth and financial success. Learn to inspire and empower your sales reps to sell more and nurture their professional growth, striking the crucial balance between people and profits.

Across 13 lessons and 28 pages, with graded assessments, this course equips you with the strategies and insights needed to build, manage, and scale a high-performing sales team.

Key areas you will master include:

• Transitioning to Sales Management: Understand the critical differences between a salesperson and a sales manager, shifting your focus from individual performance to team success. Discover actionable tips for overcoming common challenges such as limited training resources, navigating murky lines of authority, and effectively relinquishing control by acting as a mentor and empowering your team.
• Developing a High-Performance Sales Process: Learn what a sales process is—a "recipe for success" and a roadmap guiding sales from initial contact to closed deal. You’ll identify common stages like prospecting, qualifying potential customers, presenting solutions, handling objections, and closing the deal. Implement a standardised sales process that aligns with your buyer’s journey to minimise guesswork, achieve consistent results, and easily measure progress.
• Automating Your Sales Process for Efficiency: Discover how sales automation streamlines and mechanises repetitive tasks, freeing your team to focus on building customer relationships and closing deals. Explore automation for list building, lead prioritisation, scheduling, email follow-ups, and content management to boost productivity and ensure a consistent buyer experience.
• Implementing Effective Sales Methodologies: Understand that a sales methodology is the strategic approach used to move leads through the sales process, distinct from the process itself. Explore six common sales methodologies, including Challenger Sale, SPIN Selling, Sandler Selling, MEDDIC, Inbound Sales, and Transparency Sale, learning when each is most effective based on customer needs and deal complexity.
• Setting Realistic Goals & Tracking Performance: Master the art of setting realistic sales quotas—numeric, time-bound targets—to motivate your team without fostering unethical behaviour or increasing turnover. Learn to create accurate sales forecasts by leveraging historical data and pipeline insights to inform company-wide decision-making and assess sales team accountability. Utilise Key Performance Indicators (KPIs) like average deal size, conversion rate, and lead response time to track and improve team performance, fostering unity and career development.
• Building & Structuring Your Sales Team: Define common sales team roles (Sales Development Representative, Account Executive, Sales Specialist, Sales Manager) and understand how they contribute to collective success. Explore three effective team structures: the assembly line, island model, and pod structure, evaluating their strengths and limitations to choose the best fit for your organisation's size, industry, and culture.

By mastering these vital areas, you will equip, empower, and guide your sales reps to achieve better results, ensuring the long-term financial success of your company. This course provides the pro-skills for any sales leader committed to excellence.