Free Training & Career Tips... Subscribe to Get Weekly Career Tips
By Subscribing You are Agreeing to Terms and Conditions
Looking for sales classes near you? BOTI runs practical sales training for South African teams at its venue in Sunningdale, Johannesburg, in-house at your premises, or live online, so reps and managers anywhere in the country can attend. You can see the full range in BOTI’s sales, marketing and customer care courses.
Courses on this topic at BOTI today
- Effective Sales Training (2 days)
- Sales Skills: Basic Training – Sales Fundamentals (1 day)
- Overcoming Sales Objections Course (1 day)
At your offices anywhere in South Africa, live online or at a BOTI venue.
See all Sales, Marketing and Customer Care coursesGet a quote for your teamLearning on your own? Self-paced e-learning from R595 (excl. VAT) · Ask your employer to pay
Sales training helps your reps and managers close more deals, build stronger customer relationships and forecast with confidence. BOTI delivers instructor-led sales courses, from fundamentals to consultative and key-account selling, as practical, facilitator-led skills programmes tailored to your team and your market.
This page is for HR or L&D leads, business owners and sales managers buying training for their people. Below you will find:
- the course line-up;
- a module breakdown;
- delivery options;
- the funding picture;
- answers to the questions buyers ask most.
To map your team’s exact gaps before you commit, ask BOTI to help you run a training needs analysis. When you are ready, request a quote.
Why invest in sales training for your team
A sales team rarely underperforms because people don’t care. It underperforms because skills are uneven. One rep closes naturally, another loses momentum at the objection stage, and a third never asks for the order. Structured training raises the floor and lifts the ceiling. The outcomes BOTI clients most often look for are:
- Increased deal-closing: reps who can read buying signals and ask for the close convert more of the pipeline they already have.
- Better forecasting: a common sales language and disciplined qualification make your pipeline numbers mean something.
- Stronger product understanding: reps who understand what they sell sell with confidence and credibility.
- Keeping strong performers: investing in people’s skills is one of the most reliable ways to keep your strongest salespeople.
“Everything – The training provided will definitely help me a lot when it comes to sales.”
— Delegate, a large South African media group
The BOTI sales training range
BOTI’s sales courses form a connected path, not a single course. You can enrol a team at the right entry point, or build a blended programme that takes new reps from fundamentals through to consultative, key-account selling. The core courses are:
| Course | Who it’s for | Focus |
|---|---|---|
| Sales Skills: Basic Training – Sales Fundamentals (1 day) | New reps, career-changers, non-sales staff who now sell | The sales process end to end, prospecting, rapport, needs discovery, basic closing |
| Effective Sales Training (2 days) | Reps who know the basics and need to convert more consistently | Questioning, presenting value, handling objections, negotiating and closing, with role-play |
| Overcoming Sales Objections (1 day) | Experienced reps who stall at the objection stage or discount too much | Surfacing the real objection, responding without pressure, protecting the price |
| Professional Selling Over the Phone (1 day) | Telesales, inside sales and appointment-setting teams | Voice, pacing, gatekeepers, booking and closing by phone |
| Sales Team Management Training (1 day) | Sales managers and team leaders | Coaching, motivation, pipeline management, performance and forecasting |
| Key Account Management Training (2 days) | Account managers handling high-value, long-cycle clients | Account planning, multi-stakeholder relationships, consultative selling |
Two related guides explain the rep and strategic-account options in more detail:
- Sales Skills Training for Reps: a focused skills build for front-line salespeople.
- Key Account Management & Consultative Selling: for teams managing high-value, long-cycle relationships, where consultative, multi-stakeholder selling wins.
What the training covers: module breakdown
Each course is built from practical, workshop-style modules. The exact mix is tailored to your team’s level and industry, but a typical instructor-led programme draws from the modules below.
Module 1 — Product knowledge & communication
Knowing the product is not enough. Reps must translate features into value the customer feels. This module builds confident product narratives and the communication habits that underpin every sale: clarity, listening and questioning.
Module 2 — Customer relationship building
Trust is the real engine of repeat business. Reps learn to establish rapport quickly, read the customer and build the kind of relationship that survives a competitor’s lower price.
Module 3 — Handling objections & closing
These are the two places deals stall most. Reps learn a repeatable framework for:
- surfacing the real objections, not just the stated ones;
- resolving them;
- recognising buying signals;
- asking for the order without pressure.
Module 4 — Understanding customer vocabulary & market needs
This module is about selling in the customer’s language. Reps learn to map market needs, mirror the customer’s own vocabulary and position the offer against what the buyer actually values. This matters in competitive South African markets.
Module 5 — Sales team motivation & management
This module is for managers and team leaders. It covers how to coach rather than only manage, keep a team motivated through a tough quarter, run a clean pipeline and forecast accurately. It turns individual skill gains into a team that performs consistently.
Format, duration and delivery
BOTI sales training is instructor-led and runs for one or two days, depending on the course and the depth your team needs:
- One day: Sales Fundamentals, Overcoming Sales Objections, Professional Selling Over the Phone and Sales Team Management Training.
- Two days: Effective Sales Training and Key Account Management Training, which leave time for practice, role-play and feedback.
Delivery options:
- In-house at your premises: we train your whole team together where they work. This is usually the most practical option for groups, and it lets the facilitator build scenarios around your real products and customers.
- At BOTI’s venue in Sunningdale, Johannesburg: suited to individuals, small numbers or teams who prefer to train away from the office.
- Live online: instructor-led virtual sessions for distributed or hybrid sales teams.
Because sessions are tailored, we can blend modules from different courses into one programme. For example, a new intake could take fundamentals plus objection handling, and a senior team could take Effective Sales Training plus key-account management.
What you receive: certification and accredited alternatives
| BOTI sales training | Accredited qualification | |
|---|---|---|
| Suited to | A fast, targeted skills lift, refreshers, specific gaps and practical team development | Formal upskilling for learners who need a recognised occupational certificate |
| Recognition | BOTI certificate of attendance | Occupational certificate issued by the QCTO after the external integrated summative assessment (EISA) |
| Funding fit | Training you can record in your Annual Training Report | A longer learning programme. Funding options depend on your SETA. |
| Typical use | “Our closing rate is the problem — fix that” | Structured, credit-bearing development programmes |
BOTI’s sales courses are practical, facilitator-led skills programmes, and delegates receive a BOTI certificate of attendance. For most teams that is the right tool: a quick, focused improvement in the skills that move your numbers.
Need a formal qualification as well? BOTI is a QCTO-accredited Skills Development Provider and offers the National Occupational Certificate: Sales Representative (SAQA ID 121792, NQF Level 4, 155 credits)[1]. The last date for enrolment is 30 January 2030[1]. The qualification ends in an EISA, and the QCTO issues the certificate. You can pair it with a short skills course for reps who need results now.
Funding your sales training
South African employers have two main levers to consider when budgeting for training:
- Skills Development Levy (SDL). Employers pay the SDL to SARS at 1% of the leviable amount (total remuneration). Employers whose leviable amount over the next 12 months will not exceed R500,000 are exempt[2]. You can claim back a mandatory grant of 20% of the levies paid if two conditions are met[3]:
- your levy payments are up to date;
- your Workplace Skills Plan and Annual Training Report reach your SETA by 30 April.
Unclaimed mandatory grant money moves to discretionary funding by 15 August[3]. Discretionary grants are separate and depend on each SETA’s funding windows and priorities.
- B-BBEE skills development element. Under the amended generic Codes, the skills development target is 6% of the leviable amount, made up of two parts[4]:
- 3.5% on learning programmes for black people;
- 2.5% on bursaries for black students at higher education institutions.
There is a further 0.3% target for black employees with disabilities[4]. Sector codes may differ. Whether a particular course counts depends on how it is recognised under the Codes, so check with your verification agency.
This is general guidance, not financial or legal advice. Your SETA and your B-BBEE verification agency will determine exactly what applies to you. BOTI can help you plan a programme around your skills budget. Ask us when you request a quote.
How to choose the right starting point
A quick way to decide where your team should begin:
- Mostly new or non-sales staff who now sell? Start with Sales Skills: Basic Training – Sales Fundamentals.
- Reps who know the basics but convert inconsistently? Go to Effective Sales Training, or read the guide to Sales Skills Training for Reps.
- Experienced reps plateauing at the objection stage or discounting too much? Take Overcoming Sales Objections.
- A phone- or inside-sales team? Choose Professional Selling Over the Phone.
- Managing big, complex, multi-stakeholder accounts? Choose Key Account Management Training.
- Managers who need to coach and forecast? Choose Sales Team Management Training.
Not sure? Ask BOTI to help you run a training needs analysis. You map each rep’s gaps against the modules above, and we recommend the shortest path to the result you want.
Frequently asked questions
Where can I find sales classes near me in South Africa?
BOTI runs sales training at its venue in Sunningdale, Johannesburg, in-house at your premises, or live online, so teams anywhere in South Africa can attend. For a group, in-house training is usually the most practical option because the facilitator can build role-plays around your own products and customers.
How long does BOTI’s sales training take?
Most BOTI sales courses run for one or two days. Sales Fundamentals, Overcoming Sales Objections, Professional Selling Over the Phone and Sales Team Management Training are one-day courses. Effective Sales Training and Key Account Management Training run for two days to allow for role-play and practice.
Is BOTI’s sales training accredited?
No. BOTI’s short sales courses are practical professional skills programmes, and delegates receive a BOTI certificate of attendance. If you need a formal qualification, BOTI also offers the National Occupational Certificate: Sales Representative. It ends in an external integrated summative assessment, and the QCTO issues the certificate.
Which sales management course suits team leaders?
Sales Team Management Training is a one-day course for sales managers and team leaders. It covers coaching, motivation, pipeline management, performance conversations and forecasting. Managers of strategic accounts can add Key Account Management Training.
Can sales training be funded through the skills levy?
It can help. Employers that pay the Skills Development Levy and submit their Workplace Skills Plan and Annual Training Report on time can claim back a mandatory grant from their SETA. Training spend may also count on the B-BBEE skills development element. Rules differ by SETA and sector code, so confirm the details with your SETA and verification agency before you budget.
Ready to lift your team’s numbers?
Tell us your team size, their experience level and the result you are after: more closes, better forecasting or stronger key accounts. We will build a tailored sales training programme with the right courses and format. You can also book a consultation.
For reps who need to sell with more structure and confidence, start with Effective Sales Training, a two-day practical course built around role-play and your own sales situations. Call BOTI on 011 882 8853 or email [email protected]. Training runs in-house at your premises, at BOTI’s venue in Sunningdale, Johannesburg, or live online. This course is not accredited. It is delivered as a professional skills programme, and delegates receive a BOTI certificate of attendance.
Sources
- SAQA qualification record 121792: National Occupational Certificate: Sales Representative – SAQA, 2026.
- Skills Development Levy – South African Revenue Service (SARS), 2026.
- Mandatory Grants – Health and Welfare SETA (HWSETA), 2026.
- Codes of Good Practice on B-BBEE: Code Series 300, Statement 300 – Skills Development (Government Gazette 42496) – Department of Trade and Industry, 31 May 2019.