Personal and Business Competencies / Business Skills

Work organization of the Sales Manager

Training dedicated to the work organization of a sales manager. The program covers daily and weekly planning, prioritization of operational and strategic tasks, sales pipeline management, team results reporting, conducting effective 1:1 meetings with sales representatives, and optimal use of CRM tools in a manager's daily work.

The sales manager role requires constant balancing between day-to-day pipeline management and strategic team development. Without a clear daily and weekly structure, a manager easily falls into the trap of reactivity — fighting fires instead of building repeatable processes that generate results.

Work organization of the Sales Manager is a one-day EITT training, available in on-site or remote format. The program is designed for professionals with sales management experience — sessions combine lectures with intensive practical workshops, including pipeline review simulations and 1:1 meeting exercises.

Key topics covered include:

Daily and weekly planning for the sales manager
Pipeline management and revenue forecasting
Conducting effective 1:1 meetings with sales reps
Reporting and CRM utilization in practice
Balancing operational and strategic responsibilities

Why choose this training?

The best sales managers don’t work more — they work smarter. The key is a work rhythm that combines systematic pipeline reviews with time for team coaching and strategic thinking. This training provides proven frameworks and tools that allow you to immediately organize the manager’s daily work for maximum impact.

What sets our approach apart?

Practical pipeline review workshops — participants practice on realistic sales funnel scenarios
1:1 meeting simulations — hands-on practice of a meeting structure combining coaching with accountability
Ready-to-use templates — weekly planner, 1:1 agenda, KPI dashboard for immediate implementation
Focus on balance — specific techniques for carving out strategic time amid operational demands

After completing the training, participants will have a complete toolkit for organizing their work and their team’s work in a way that maximizes sales results.

Benefits

The participant will master daily and weekly planning techniques tailored to the sales manager role
Will learn to conduct effective pipeline reviews and forecast team results
Will develop the ability to run 1:1 meetings that combine coaching with accountability
Will gain tools for prioritizing operational and strategic tasks
Will be able to build dashboards and reports supporting decision-making
Will master delegation and time management techniques for the manager role
Will learn to build a sales team work rhythm that increases productivity

Who is this training for?

Sales managers responsible for team performance and revenue targets

Team leaders in sales departments developing their management skills

Newly promoted sales managers transitioning from individual contributor roles

Sales directors looking for tools to optimize their managers' work

Business owners managing sales teams directly

Key Account Managers preparing to step into leadership roles

Professionals responsible for implementing sales processes in organizations

Regional sales coordinators

Prerequisites

Experience in managing a sales team or preparation to take on such a role
Basic knowledge of B2B or B2C sales processes
Familiarity with any CRM system at the user level

Training program

Structuring an effective workday for a sales manager
Weekly planning — work rhythm and time blocks
Prioritization techniques for operational vs strategic tasks
Calendar management and eliminating time wasters

Pipeline review — methodology for funnel assessment
Opportunity qualification and stage management
Revenue forecasting — methods and tools
Identifying bottlenecks in the sales process
Prioritizing actions based on pipeline data

Structure of an effective 1:1 meeting
Sales coaching in practice
Setting goals and accountability for results
Motivating and developing salespeople's competencies

Key KPIs for the sales manager
Building dashboards and reports in CRM
Sales data analysis — from numbers to decisions
Automating reporting and saving time

Delegating operational tasks within the sales team
Making time for strategic thinking
Energy management and preventing manager burnout
Building a productive work rhythm for the sales team

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?

This training is at the intermediate level. We expect participants to have experience in managing a sales team (or be preparing for such a role), basic knowledge of sales processes, and familiarity with any CRM system at the user level.

What is the format and duration of this training?

The training lasts 1 day and is available in online and on-site format. The program combines lectures with practical workshops, including pipeline review exercises and 1:1 meeting simulations.

Who is this training designed for?

This training is designed for sales managers, sales team leaders, newly promoted managers, and sales directors looking for tools to optimize their teams' work and performance.