Managing The Sales Team

‘Give your managers the skills to build high-performance teams.’

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Managing the Sales Team

Designed for first and second-line sales managers who are responsible for the sales results, skills and behaviours of their teams. In this programme, participants discover the skills needed to develop and manage a high-performance sales team.

The programme utilises a blend of presentation, practical assignments, case studies and the option to include our Managing the Sales Team Business simulation to explore how to be a professional sales manager.

Easily adapted to meet the needs of sales managers working in field sales or an internal sales environment the programme covers:

  • Sales Leadership
  • Sales Capability and Operations
  • Sales Performance Coaching
  • Building Sales Performance.

Who is this programme for?


Sales Leaders & Managers

First and second-line sales managers who are responsible for the sales results, skills and behaviours of their teams in face-to-face and call centre environments.


Sales Directors, Leaders & Business Owners

Senior people who need the skills and knowledge to coach sales managers.


Managing the Sales Team

Aim and Objectives

The aim of Managing the Sales Team is to equip participants with the sales leadership and management skills they need to create, develop and maintain high performance sales teams.

Programme Objectives

To deliver this aim the programme is focused on four objectives in business critical areas:

  1. Leadership
    To develop the diagnostic skills, leadership styles and behaviours needed to engage, motivate and build high performing teams.
  1. Sales Operations
    To define and develop the activities and behaviours that create operational excellence and drive consistent sales performance.
  1. Sales Performance Coaching
    To develop an approach to coaching based on personal coaching skills, coaching plans and a pro-active programme of performance coaching.
  1. Team and One-to-One Meetings
    To develop the skills needed to create events that stimulate, motivate and educate the team.




What are the benefits for your business?

Skilled Leaders

Professional sales managers equipped with the skills to lead, coach and motivate the team to achieve sales objectives.

Leadership Styles

Sales Managers who know how to use different leadership styles to get the best performance from individuals and the team.

Performance Coaching

Sales managers who focus performance coaching in the areas that benefit the individual and the business.

Sales Operations

Managers who understand how to create sales structures and develop activities that equip sales people to deliver outstanding performance.

A Positive Culture

An approach to sales management that fosters a culture which values people and the contribution they make to sales results.

What’s included in the programme?

The pre-work assignment is designed to motivate and engage participants with the programme. The assignment features two tasks:

  • The Professional Sales Manager
    Pre-reading on the skills, qualities and behaviours that make a successful sales manager.
  • Personal Analysis
    Based on the pre-reading, participants complete a personal analysis of strengths and development areas.

Participants have the opportunity to review and use the outputs of the pre-work at the ‘Managing the Sales Team’ workshop.

This is a two day, interactive event in which participants explore the skills and behaviours needed to be a professional sales manager.

The workshop features a blended learning approach, featuring presentation, debate, role-play, syndicates, and the option to include TLSA’s unique ‘Managing the Sales Team’ business simulation.

The workshop focuses on:

  • The role of the sales manager
  • Situational leadership: analysing the sales team
  • Understanding and developing personal leadership styles
  • Creating leadership partnerships
  • Building a sales management model that captures key behaviours and performance activity to drive performance and operational efficiency
  • Sales capability assessments
  • Creating and developing coaching plans
  • Sales performance coaching
  • Developing a field coaching programme
  • Planning and implementing ‘Team’ and ‘One to One’ meetings that stimulate, motivate and educate.
  • Motivating the team.

Managing the Sales Team’ simulation
The simulation provides participants the opportunity to use the training in a virtual environment. Working in teams participants take on the role of a sales manager and are then faced with a series of challenges and decisions, through which they implement the workshop content.

If the simulation option is taken, the workshop becomes a three-day event.

In the 8-12 weeks following the workshop participants complete a personal project based on their individual roles. The project is structured and features a series of tasks, which act as a catalyst to help participants:

  • Develop sales leadership and management skills
  • Test and activate the learning from the workshop with their teams
  • Embed new practice and ideas as normal business activity.

A measurable return on investment is delivered at a coaching event following completion of the personal project. Individuals present their results to your key stakeholders and TLSA (optional). The event delivers three outputs:

  1. Activation: ensuring participants activate the learning in their personal roles.
  2. Evaluation: a clear view of how the programme impacts on business performance.
  3. Return on Investment: measurable results that identify personal development and the impact on the business.

Managing the Sales Team Toolbox

As participants complete the workshop they receive a collection of sales management tools to support them in their personal roles:


Situational Leadership Diagnostic Model

A powerful model sales managers use to:

  • Analyse the commitment and capability of each team member
  • Identify and implement the leaderships styles that will get the best performance from each team member.


Leadership Styles Analysis

A management aid that helps sales managers understand the leadership styles that are their strengths and the styles they need to develop.


Sales Management Model

A powerful structure sales managers use to develop an operational model. This includes a generic example of a framework which managers can use as a template.


Sales Capability Assessment

An assessment sales managers use to:

  • Complete analysis of the skills and behaviours of each sales person. This is done using criteria related to specific sales roles
  • Identify development priorities
  • Create a personal coaching plan.


Field Coaching Planner

Designed to help sales leaders plan coaching sessions that improve business performance and develop skills.


Field Coaching Report

An easy-to-use report that captures the content, learning and objectives of a field coaching day. This is an easy to use aid, that is key to creating a continuous coaching cycle.


One-to-One Meeting Planner

Designed to help participants plan a one to one meeting programme that will be a coaching aid for the sales manager and event valued by by each direct report.


Team Meeting Planner

Designed to help sales managers plan team meetings that stimulate, motivate and educate the team and individual sales people.


Managing the Sales Team Notes

A great resource to revisit the content, the notes are professionally prepared, easy to use and available in digital or printed format.


TLSA Completion Certificate

Each participant receives a ‘TLSA Completion Certificate’ as evidence they have completed the programme.

If an external certification from a professional body is integrated into the programme, the certificate will be provided by the professional body.

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