A talented individual salesperson can hit a target; a well-managed sales team can hit it every quarter, scale with the business, and survive the departure of any single star performer. That distinction — between individual talent and a genuinely managed team — is what this program from the Arab British Fellowship Training Academy is built to develop.

Markets move fast, and sales managers today need more than good instincts: they need to set targets scientifically, recruit and onboard the right people, keep individuals motivated under pressure, and resolve the conflicts that inevitably surface inside any competitive team — all while keeping customers satisfied and relationships intact.

The program works through the full management cycle: planning, organizing, directing, and controlling, alongside the personal leadership skills required to keep a sales team performing at a high, sustainable level, with practical tools for tackling modern challenges like digital selling, CRM, and data-driven performance reviews.

Who Should Attend?

• Current and aspiring sales managers.
• Supervisors and coordinators of sales teams.
• Entrepreneurs and business owners.
• Staff in marketing and business relations departments.

By the End of the Program, Participants Will Be Able To:

• Apply leadership and managerial skills to run a sales team efficiently.
• Prepare sales plans and achieve interim targets.
• Strengthen motivation, communication, and negotiation within the team.
• Use performance measurement tools to evaluate sales results.
• Build a positive work culture that drives productivity and innovation.

Module 1: Reading the Market and Setting Sales Targets

• Understanding the competitive environment and market share
• Setting annual sales targets and monitoring monthly/quarterly performance
• Tracking conversion rates and plan compliance as core KPIs

Module 2: Designing the Sales Plan

• Elements of an effective sales plan
• Sales forecasting and budgeting
• Scheduling sales activities

Module 3: What Makes a Sales Team Successful

• Difference between selling and managing a sales team
• Traits of high-performing teams: specialization, discipline, and competitive spirit
• Why leadership is central to a team's success

Module 4: The Sales Manager's Core Responsibilities

• Planning, organizing, supervising, and owning results
• Building the team's organizational structure
• Assigning tasks by competency with clear monitoring mechanisms

Module 5: Finding and Recruiting the Right Talent

• Personal, professional, and product-knowledge criteria for reps
• Sources for finding talent and conducting interviews
• Recruitment stages and initial training

Module 6: Onboarding, Training, and Leadership Style

• Preparing a new-hire guide and product/sales-technique training
• Post-hiring evaluation and follow-up
• Choosing between participative, directive, and motivational leadership

Module 7: Motivating the Team and Building Trust

• Financial and non-financial incentives, competitions, and rewards
• Active listening and mutual respect
• Supporting individual professional growth

Module 8: Communication and Conflict Resolution

• Formal vs informal communication tools and constructive feedback
• Causes of conflict in sales teams
• Managing disagreements while balancing individual and team goals

Module 9: Running Effective Sales Meetings

• Planning effective meetings
• Setting objectives and tracking results
• Promoting transparency and participation

Module 10: Persuasion, Negotiation, and Presentation

• Stages of sales persuasion and handling objections
• Elements of an effective sales presentation
• Handling hesitant customers and closing deals

Module 11: Customer Relationships and Advanced Selling

• Managing customer data, visits, and CRM software
• Cross-selling, up-selling, and consultative selling
• Turning relationships into repeat business

Module 12: Performance Analysis and Corrective Action

• Evaluating individual and team results against targets
• Modern assessment tools and performance reports
• Individual development plans and addressing underperformance

Module 13: Expanding into New Markets

• Market feasibility studies
• Market penetration techniques
• Handling cultural differences

Module 14: Legal and Ethical Standards in Sales

• Consumer protection, contracts, and handling disputes
• Honesty, transparency, and respecting privacy
• Internal sales policies, workflows, and incentive systems

Module 15: Continuous Improvement and Innovation

• Encouraging initiatives and sharing knowledge within the team
• Comparing targets to results and reviewing successes and challenges
• Collecting feedback and building a sustainable annual improvement plan