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Quick Look Course Summary:Sales Team Management Training (1 day)
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Length: 1 day(s)
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Price (at your venue): 1 Person R 5,654 EX VAT 3 Person R 3,982 EX VAT 10 Person R 2,954 EX VAT
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Certification Type:Non-Accredited
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Locations & Venues: Off-site or in-house. We train in all major city centres throughout South Africa.
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Sales Team Management Training (1 day)
Sales managers who motivate and coach the whole team to target, instead of closing the deals themselves.
Promoting your best rep to sales manager does not make them a manager. Many new sales managers keep selling, chase the numbers at month-end and leave the team to motivate itself. This one-day sales management training gives sales managers and team leaders the core of the job: motivating each rep, coaching performance, running a useful pipeline review and keeping the whole team pointed at the target.
The morning covers motivation: what drives each person in the team, regular check-ins and team meetings that inspire rather than drain, recognition and incentives that reward the right behaviour, shared team objectives and friendly competition, and the tools reps need to sell. The afternoon covers coaching: the manager's role as coach, a simple coaching conversation, feedback after joint calls, peer training and mentoring, and using pipeline and activity data to spot who needs help before the month is lost.
Case studies and practice coaching conversations use your own sales situations, and each manager leaves with a team plan for the next quarter.
Why this course
For your organisation
- More reps reaching target, not just the top two
- Managers who coach instead of selling for their team
- Incentive spend that drives the right behaviour
- Earlier warning of a missed month
For your delegates
- A coaching model for one-on-ones and after joint calls
- Practical recognition and incentive ideas
- A pipeline review routine for your team meeting
- A team plan for the next quarter
What delegates will be able to do
- Explain the shift from top salesperson to sales manager
- Identify what motivates each member of your team
- Run team meetings and one-on-one check-ins that move performance
- Design recognition and incentives that reward the right behaviour
- Set team and individual targets and track activity against them
- Hold a structured coaching conversation and give useful feedback
- Use joint calls, peer training and mentoring to build skills
- Run a pipeline review that ends in clear actions
Who should attend
Sales managers, sales team leaders and supervisors, newly promoted managers who came from the sales floor, business owners who manage their own sales staff, and key account managers who lead a small team.
Course outline
Day 1 – Motivating and coaching a sales team
From top seller to sales manager
- What changes when you manage a sales team
- Roles and responsibilities of the sales manager
- Common traps: rescuing deals and managing by spreadsheet
- Self-assessment of your management style
Motivating the team
- Individual drivers versus team drivers
- Why one approach does not motivate everyone
- Regular check-ins and team meetings that inspire
- Giving reps the tools and resources they need
- Asking the team for ideas and acting on them
Recognition, incentives and targets
- Choosing incentives that matter to the person
- Team incentives and shared objectives
- Friendly competition without damaging teamwork
- Public recognition and celebrating milestones
- Setting targets and activity measures
Coaching for sales performance
- The manager as coach
- A simple coaching conversation structure
- Building confidence and working from strengths
- Giving feedback after a joint call
- Handling resistance to coaching
Developing the team
- Peer training and mentoring
- Learning from top performers and other industries
- Supporting a struggling rep
- Keeping a supportive but accountable culture
Pipeline reviews and team plan
- Running a weekly pipeline review
- Spotting stalled deals and activity gaps early
- Forecasting with the team
- Your team plan for the next quarter, and evaluation
How it is delivered
One day, 08:30-16:00. In person at your offices anywhere in South Africa, at a BOTI venue, or live online. One delegate or a group of up to 20. Workbook, coaching conversation guide and team plan template included. We deliver it at your offices in Johannesburg, Pretoria, Durban, Cape Town and anywhere else in South Africa, at a BOTI venue in Johannesburg, or live online for teams in different places.
What our clients say
“…the general feedback received was that the course was very informative and participative. The training and the facilitator was of a high quality. We highly recommend BOTI for training services.”
“The sessions … were exceptionally well-organized and seamlessly integrated into our schedule. We were highly impressed by the calibre of the training and the deep expertise demonstrated by the facilitator.”
“The facilitator was excellent and took time to ensure that the employee understood the content and was able to apply the learning in order to develop the portfolio of evidence.”
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Frequently asked questions
Can you run this course at our offices?
Yes. Most groups are trained at the client's premises anywhere in South Africa; we can also host it at a BOTI venue or deliver it live online.
How many people can attend?
From one delegate to groups of 20. The price per delegate drops as the group grows – see the price table, or ask us for a quote.
Is it accredited?
No – it is a non-accredited short course and delegates receive a BOTI certificate of attendance.
Can it be tailored to our sales model?
Yes. Tell us how your team sells (field, telesales, retail or key accounts), how targets and incentives work today, and the facilitator builds the case studies around it.
Should our reps attend too?
This course is for the people who manage reps. The reps themselves get the most from the two-day Effective Sales Training, which gives the team the shared sales method that managers then coach to.
Can you run this course in Johannesburg, Cape Town or Durban?
Yes. We train on site at your offices in Johannesburg, Pretoria, Durban, Cape Town and across South Africa, at a BOTI venue in Johannesburg, or live online so a team spread over several offices can attend together.
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Monday to Friday, 08:00–17:00. After hours, we reply on the next working day – or call 011 882 8853.