High Impact Sales Management (2D)



We have all heard before that, what makes a great sales person need not necessarily make a great sales supervisor or sales manager. Similarly, what worked well in the past may not be sufficient to support the new sales manager to be effective. The transitional shift for an individual member of any organization to the position of responsibility as a sales manager or sales supervisor is probably the single most challenging factor in organizational life. In every given situation, there is a profound need to transform our thinking about work and relationships by learning new skills and knowledge.

This specially designed 2-day training helps develop and refine managerial skills for both those people starting out in sales management, as well as those who are more experienced. The course empowers you to optimize the effective functioning of your daily tasks. Your active participation in our program provides you with a rigorous training environment, enabling you to apply and sustain your learning with the aim of forming winning habits.

High Impact Sales Management focuses on the following areas:

Account planning

Customer development

People development

Resource management

Understanding numbers

Training Outcome
After completing the training, you should be able to:
  • Create solid teamwork
  • Handle the new role of sales management leadership
  • Maintain customers with minimum effort and maximum results in revenue and profitability
  • Maximize the effectiveness of customer and industry data
  • Use various account management strategies to develop winning solutions for your customers
Our Methodology

Think differently to alter direction.

The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays.  The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you've already accumulated.  They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization's success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.

Our programmes involve with 12 unique learning methodology as below:

Framework and Implementation
Our unique experiential framework and implementation empowers you to:
  • Delegate tasks with professionalism
  • Differentiate between what is important and what is urgent
  • Employ effective communication skills to different types of people
  • Engage issues honestly, directly and effectively 
  • Have a renewed sense of direction
  • Identify origins of your present behaviors and remove limiting beliefs about self and others
  • Gain commitment to goals and tasks
  • Keep agreements
  • Manage data and resources responsibly
  • Maximize the effectiveness of commercial firepower
  • Practice effective management skills
  • Produce intended results with increased ability

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview
  • Context setting
  • Changing directions of buyer-seller relationship
  • 5 activity areas in the way of sales team development
  • Strategies and tactics in managing accounts and territory
  • Basic skills of a sales manager
Module 2: Understand The Numbers
  • Gathering reports
  • Interpreting the data
  • Tracking the numbers
  • Keeping a personal journal
  • Developing hypotheses 
Manage The Resources
  • Commercial firepower
  • Effectiveness vs efficiency
  • Getting the best return on resources
  • Cost / Benefit Analysis
  • What we think vs what customers value
Module 4: Team Management
  • Team Development Model
  • Forming
  • Storming
  • Norming
  • Performing

Day 2:

Module 5: The Sales Planning Model
  • 6 stages of the sales planning model
  • Situation analysis
  • Company, product and territory knowledge
  • Target markets
  • Competitor analysis
Module 6: Developing The Territory Plan
  • Territory opportunities and problems
  • Territory objectives
  • Territory strategy
  • Territory tactics
  • Territory control
Module 7: Developing The Account Plan
  • Account analysis, identification and classification
  • Audit logic
  • Workload analysis
  • Account portfolio
  • The BCG Model
Module 8: Monitoring Performance
  • Planning, implementation and control
  • Performance measures
  • Effort measures
  • Opportunity measures
  • Result measures

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