Personal and Business Competencies / Business Skills

Developing sales teams

Training dedicated to developing salespeople's competencies. The program covers diagnosing sales competencies, creating development plans, sales coaching, ride-along, post-meeting feedback, building a learning culture within the team, and measuring progress. Participants will learn to systematically develop their salespeople's skills and build a team that continuously raises its performance level.

Why choose this training?

Investing in salesperson development is one of the fastest-returning investments in any company. The problem is that most sales managers have never learned how to systematically develop their people’s competencies. This training provides concrete tools — from competency diagnosis to progress measurement.

After completing the training, participants will be able to: diagnose salespeople’s competencies and identify development gaps, conduct sales coaching and field ride-alongs, provide constructive feedback after sales meetings, build a culture of learning and continuous improvement within the team. These competencies directly translate into a higher level of performance across the entire sales team.

This training is especially valuable for: sales managers responsible for developing salespeople, commercial directors building development programs, internal sales trainers.

What sets our approach apart?

EITT combines theoretical knowledge with intensive practical workshops. Over 1 day of intensive training, participants work on real-world development management examples and scenarios, ensuring not only theoretical understanding but practical application skills.

With over 2,500 trainings in our portfolio and a 4.8/5 participant rating, EITT is a trusted partner in competency development for organizations of all sizes. Our trainers are experienced practitioners in building sales teams who share up-to-date knowledge and proven solutions.

Looking for training tailored to your team’s needs? Contact us — we’ll prepare a program customized to your requirements.

Benefits

Learn to diagnose salespeople's competencies and identify development gaps
Master creating individual development plans for salespeople
Develop the ability to conduct sales coaching using the GROW model
Learn ride-along techniques and post-meeting feedback
Learn to build a culture of learning and continuous improvement within the team
Develop the ability to measure progress and ROI from development activities
Be able to match development methods to the salesperson's competency level

Who is this training for?

Sales managers

Commercial directors

Sales team leaders

Internal sales trainers

HR Business Partners supporting sales departments

Business owners managing salespeople

Regional managers

Professionals responsible for salesperson onboarding

Prerequisites

Experience in managing a sales team
Basic knowledge of the sales process
Familiarity with sales KPIs
Willingness to reflect on your own development management style

Training program

Salesperson competency model — what to measure and how
Diagnostic tools — assessment center, mystery shopping, KPI analysis
Sales team competency matrix
Identifying competency gaps
Internal benchmarking — top performers vs the rest of the team

Creating individual development plans (IDP)
Development paths — from junior to senior salesperson
Matching development methods to competency level
Budgeting for sales team development

The GROW model in sales coaching
Situational coaching — adapting style to the salesperson
Ride-along — step-by-step field coaching
Coaching sessions — structure and frequency
Common mistakes in coaching salespeople

The SBI model (Situation-Behavior-Impact) in sales feedback
Developmental vs corrective feedback
Call listening and recording analysis
Debriefing after client meetings

Knowledge sharing in the sales team
Peer coaching and internal mentoring
Measuring progress and development ROI
Celebrating successes and learning from mistakes

Delivery Methods

Online

Convenience of participating from anywhere
Interactive live sessions with trainer
Materials available for 30 days
No travel costs

On-site

Direct contact with trainer and group
Intensive hands-on workshops
Networking with other participants
Full focus on learning

Training Topics

Frequently asked questions

What are the prerequisites for this training?

For Developing sales teams we recommend: experience in managing a sales team, basic knowledge of the sales process, and familiarity with sales KPIs.

What is the format and duration of this training?

The training lasts 1 day and is available in online and on-site format. Sessions run from 9:00 AM to 4:00 PM. We can also customize the schedule to fit your team's needs.

Who is this training designed for?

This training is designed for: sales managers, commercial directors, sales team leaders, and internal sales trainers. It is especially recommended for professionals responsible for developing salespeople's competencies within their organization.