Landing the sale is the finish line, but most of the race happens before that: spotting the right prospect, following up at the right moment, and knowing when to walk away from a lead that isn't serious. Sales management experts insist this is the real skill gap between average and top-performing salespeople — the ability to identify potential clients, separate them from unlikely ones, and stay focused on where the effort actually pays off.

Sales management itself sits at the centre of a company's business cycle. Whether selling a product or a service, sales managers lead the sales force, set team goals, and plan, execute, and control the entire sales process — arguably the function with the most direct impact on company revenue of any team in the organisation.

By the end of this course, participants will be able to:

• Build and maintain a database of potential clients' names, addresses, and phone numbers.
• Apply a consistent follow-up schedule, contacting potential clients within 24 to 48 hours of first contact.
• Use existing client relationships to generate referrals to new potential clients.
• Set up and run a sales process end to end, from first contact to closing.

This course is designed for:

• Sales managers and marketing managers in companies.
• Salespeople responsible for prospecting and lead follow-up.
• Anyone moving into a sales management role for the first time.

Module 1: Building Your Prospect Pipeline

• Facilitating the process of following up with potential clients.
• Retaining the business cards of every potential client you meet.
• Creating a database with potential clients' names, addresses, and phone numbers.

Module 2: The Follow-Up Habit

• Remembering the faces of your potential clients.
• Following up with potential clients within 24 to 48 hours of contact.
• Building a cheerful, attractive personality that makes follow-up easier.

Module 3: Growing Through Referrals

• Staying in touch with existing clients, since they may refer you to another potential client.

Training Course Locations: Courses are held in Egypt, Jordan, Malaysia, Turkey, England, France, Italy, Germany, Sweden, Austria, Denmark, Australia, and the United States, at times and places that suit your schedule.

Training Program Delivery Styles:

• Group training at academy centres.
• Individual training.
• Field and practical training following an advanced curriculum.
• Theoretical training in dedicated academy classrooms.

What the Participant Receives: An accredited certificate from the Arab British Fellowship Training Academy upon completing the programme.

Note: This course can be delivered at a time and place convenient for you, and is offered to high standards for senior participants — contact the Academy's team for more information.