Certified Sales Manager (CSM)

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Certified Sales Manager (CSM)

Sales Manager Training Courses make good business sense!  Indeed, sales are the lifeblood of most companies, and sales managers are crucial to making the sales function work well.

Great sales managers know how to create superior sales cultures.  They are skilled at identifying top salespeople, adept at training and sales team coaching and motivating salespeople to hit or exceed sales goals consistently.

Has your company equipped its sales managers with the skills and tools they need to improve sales performance and profits?

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  • DURATION 5 Days


This intensive sales training class is tailored to each client’s needs via our pre-workshop interviews and sales management skills assessments.

Key elements in sales manager success are explored including: creating world-class sales processes and sales process steps, hiring top performers, implementing successful sales techniques and methodologies, gaining buy-in from salespeople, providing feedback in a manner that will be effective in improving performance, setting goals, identifying individual motivators, developing realistic success measures and consistently achieving corporate sales targets.


Participants who fully attend this course and complete the test on the last day will receive a Strategic Axis Professional Certificate (SAPC).

SAPC certificates are regionally recognized and can be quite valuable when applying for more senior roles within the organization or outside.

Along with SAPC certificates, participants could receive ISM – The Institute of Sales Management (ISM) – UK, certificates based on additional conditions.

ISM endorsement is the industry recognized benchmark for high-quality sales training programmes.

Supported by their quality assurance system, endorsement confirms that our training programme is professionally designed and delivered to exacting standards.



Module 1: Key Sales Manager Competencies Developed

  • Boost your sales revenues and profit margins
  • Make better, and longer-lasting sales hires
  • Better predict sales performance
  • Reverse salesperson tendencies to drop prices
  • Get the bottom third of your salespeople to come close to the performance of your top third
  • Learn new methods of compensating your salespeople
  • Reduce sales turnover
  • Increase motivation with a four-pronged approach to sales recognition and contests
  • Combat salesperson “resource-itis.”
  • Boost your success by better handling various salesperson personality types
  • Master the transition from salesperson to sales manager
  • Via the sales manager training, be able to set up a strategic sales plan

Module 2: Overall Sales Team Strategy and Assessment

  • Assess current hiring, motivation, measurement and management progress using our sales management
  • Get your boss’s “buy-in” to your sales management goals
  • Combat salesperson “resource-itis” and learn to make it work for you
  • Discover the tradeoff between sales efficiency and effectiveness
  • Design a model for world-class time and territory coverage

Module 3: Sales Hiring

  • Better evaluate sales skills, motivation, and commitment
  • Decrease future turnover with five powerful screening techniques
  • Learn how to find well-qualified candidates
  • Spot “holes” in sales resumes and earnings histories
  • Use psychographic profiling techniques to better predict on-the-job success

Module 4: Sales Motivation

  • Learn the seven factors to consider when developing sales compensation programs
  • Link sales force incentives with your firm’s business strategies
  • Understand each subordinate’s motivators and how to use them to accelerate their results
  • Increase motivation with a four-pronged approach to recognition, contests, and competition
  • Reward top performers while counseling poor performers to boost their results

Module 5: Successful Sales Techniques and Tools

  • Develop systems and tools, during sales management course exercises, to better support your salespeople
  • Use self-directed work teams and focused job structures on enhancing performance
  • Predict sales success by observing sales process steps and conversion rates
  • Gain a competitive advantage by using new sales strategies and technologies
  • Learn how to reverse salespeople’s tendencies to drop prices
  • Get the bottom third of your sales force to match the results of the top third
  • Boost results by implementing strategic sales training initiatives

Module 6: Sales Management

  • Master the transition from salesperson to sales manager
  • Explore the benefits of participative management
  • Learn how to obtain subordinate feedback on your performance
  • Avoid the perils of activity-level management systems
  • Learn how not to interfere with a joint sales call or presentation
  • Discover why getting involved in the end stage of a sale hurts your odds
  • Enhance subordinate relationships by engineering commitments
  • Learn sales team building strategies to boost group motivation levels
  • Discover new forecasting and pipeline balancing systems and tools
  • Experience, in the sales manager training, multiple methods of dealing with resistance and conflict
  • Understand the sales process and how to reinforce and coach to each sales process step
  • Practice developing career plans and create follow up strategies
  • Better plan, organize and conduct sales meetings

Module 7: Sales Coaching

  • Complete and analyze a sales management coaching and time usage self-assessment
  • Understanding “Resources” and how it can be both positive and negative
  • Develop critical sales team coaching success factors, standards, and commitments
  • Create sales team coaching plans and calendars
  • Develop motivation questions, during a sales management course practicum, for each salesperson
  • Learn expectancy theory and potential coaching rewards by personality type
  • Develop sales team coaching goals for each salesperson as well as an annual goal plan
  • Discover the discrete steps to sales management coaching success
  • Learn how to handle coaching resistance
  • Develop sales call and coaching success checklists
  • Understand the importance of a coach being coached
  • Implement a team sales skills reinforcement program
  • Role-play, in the sales management training course, coaching your most challenging and challenging salesperson
  • In The Classroom

  • Live, Online

  • Private Team Training

  • Indiviual Private Session

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