ISM Endorsed Certified Sales Manager

Program Overview

Sales results depend heavily on how the sales manager recruits, develops and leads the team. This programme focuses on the people side of sales management: hiring the right salespeople, onboarding them quickly, coaching for skill and behaviour change, running productive sales meetings, motivating through targets and recognition, managing underperformance and building a high-performing sales culture. Participants practise coaching conversations and use sales metrics to guide individual development, in the context of multicultural sales teams across Gulf markets.

Learning Outcomes

• ✓Define a sales competency profile and use it to structure recruitment interviews.
• ✓Design a structured onboarding plan that shortens the time to productivity for new salespeople.
• ✓Conduct sales coaching sessions using observation, questioning and a structured model such as GROW.
• ✓Run weekly sales meetings and one-to-ones that focus on pipeline, skills and priorities.
• ✓Diagnose underperformance using activity and conversion metrics and agree improvement plans.
• ✓Apply motivation and recognition practices suited to diverse, multicultural sales teams.

Target Audience

• Sales managers and sales team leaders
• Senior salespeople preparing for management
• Regional and branch sales managers
• Sales training and enablement managers

Detailed Program Modules

Training Methodology

Applied Project & Assessment