Personal and Business Competencies / Business Skills

Sales leadership

Training dedicated to sales leadership competencies. The program covers managing sales teams, coaching salespeople, setting sales goals, pipeline analysis, sales team motivation, and running sales meetings. Participants will learn to build high-performing sales teams and effectively manage sales results.

Why choose this training?

The best salesperson doesn’t always become the best sales leader. Managing a team requires entirely different competencies — from coaching through pipeline analysis to building a winning culture. This training provides the tools to effectively lead a sales team.

After completing the training, participants will be able to: coach salespeople using the GROW model, set goals and analyze the sales pipeline, motivate a sales team and build a winning culture, run effective sales meetings and feedback sessions. These competencies directly translate into higher results for the entire sales team.

This training is especially valuable for: sales managers and commercial directors, professionals promoted to sales management positions, leaders looking to build a high-performing sales team.

What sets our approach apart?

EITT combines theoretical knowledge with intensive practical workshops. Over 1 day of intensive training, participants work on real-world sales 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 sales team management 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

Understand the role of a sales leader and the difference between management and leadership
Master the sales coaching model and feedback techniques
Learn to set sales goals and build a pipeline
Develop the ability to analyze KPIs and forecast sales
Learn techniques for motivating sales teams
Develop the ability to run effective sales meetings
Be able to build individual development plans for salespeople

Who is this training for?

Sales managers

Commercial directors

Sales team leaders

Regional sales managers

Professionals promoted to sales management positions

Business owners managing sales teams

Key Account Managers preparing for leadership roles

Operations managers responsible for sales results

Prerequisites

Sales experience (minimum 2 years)
Basic knowledge of team management
Familiarity with the sales process
Willingness to reflect on your own management style

Training program

Leader vs manager — key differences in sales management
Leadership styles in sales teams
Building authority as a sales leader
Management by objectives (MBO) in a sales context

The GROW sales coaching model
Ride-along — field coaching
Feedback after sales meetings
Individual development plans for salespeople
Working with different salesperson profiles

Setting SMART sales goals
Building and analyzing the sales pipeline
Sales forecasting
Sales team KPIs and metrics
Managing the conversion funnel

Intrinsic vs extrinsic motivation in sales
Bonus and commission systems — what works
Dealing with burnout and salesperson turnover
Building a winning culture in the team

Structure of an effective sales meeting
Pipeline review meetings — format and frequency
One-on-one meetings with salespeople
Lost deal review sessions

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 Sales leadership we recommend: sales experience (minimum 2 years), basic knowledge of team management, and familiarity with the sales process.

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 professionals promoted to sales management positions. It is especially recommended for leaders looking to build a high-performing sales team.