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Sales Management 3.0

Optimize the performance of the sales team

  • 5 months
  • 5 days
  • Dutch, French

You have arrived at a point in your career where you have determined that leading a sales team requires a special balance. A balance between managing your team to achieve short-term results and investing in changes that are necessary to be appealing for the customer in the future and to achieve good results.

You have concluded that a short-term focus can easily lead to fleeting and short-term sales results and your team runs the risk of lacking behind. You also know that the risk of long-term focus is that you and your team build a pie in the sky and you never get the 'treasure chest'.

How could the combination of the best of both terms look like for you? In addition, just like us, you know that the biggest challenge for a sales manager is to develop a team that is happy to achieve the desired qualitative and quantitative results.

How do you develop sales representatives in such a way that you stimulate their entrepreneurship and at the same time they contribute in a structured way to the ambitions of the team?

For who?

Managers of sales organizations and sales teams, Marketing managers and Business Development managers.

After completing the training

  • For you personally: clear and sharply defined ambitions for your sales team with an appealing approach for realizing these ambitions. Initiating and managing change in such a way that your most important team members, internal and external stakeholders are enthusiastically involved and contribute to the desired results.
  • For your organization: steadily growing business results, driven by an energetic sales organization that proactively anticipates challenges that can stagnate sales and turn them into successes.


  • Gaining style flexibility.
  • Understanding the key roles of a sales manager.
  • Capturing strategy, culture, and structure to ensure motivation and action.
  • Making the right choices for growth.
  • Setting objectives for growth.
  • Engaging people to contribute.
  • Communicate the changes ahead to get full support and contribution.
  • Getting a “YES” from those who can decide and support.
  • Reporting on results achieved.
  • Being prepared and able to manage the reactions to change.
  • Using drivers and obstacles for change proactively.
  • Mastering the fundamentals of communication with impact.
  • Engaging people based on strength.
  • Balancing leadership styles to create clarity, involvement, and engagement.
  • Reporting on results achieved.
  • Developing the sales roadmap.
  • Helping people to perform by proactive control mechanism.
  • Understanding stress factors.
  • Mapping my team members to ensure the best personal attention.
  • Coaching my sales team members
  • Leading sales meetings with impact.
  • Reporting on results achieved.
  • Knowing your client and their business.
  • Identifying opportunities where we can add value.
  • Understanding the key players in the buying process.
  • Co-create a value proposition that demonstrates real value.
  • Finding allies in a negotiation situation.
  • Reporting on results achieved.
  • Activating The Challenger Salesperson.
  • Be the inspiring field coach to develop the other one
  • Connecting, testing, and selecting the next generation employees.
  • Building and actively using social networks.
  • Testing the key principles of the sales manager.

Learning Tools

  • The most important point to profit from the learning journey: apply your learnings!
  • Action plans are defined already in the training room to allow the participant to evaluate his progress against his own standards in daily life
  • In a one-to-one meeting, the participant and their manager discuss and define the goals to be reached with this training
  • Only if the participant knows what the manager and the employer is expecting from him, they can work towards the expected results
  • Lively, interactive training days are the backbone of the learning journey.
  • Positive confrontation and feedback stimulate to change the behavior.
  • Interaction within the group allows to learn from peers in a safe yet challenging environment
  • Smart and easily accessible reminders of key lessons learned.
  • Customisation possible.
  • Online survey which gives participants a clear view on the impact of their own behaviors.
  • Gets stakeholders around the participant involved in the learning journey.
  • Creates favorable conditions to give and receive feedback.

Related Blogs

The Top Five Things Sales Managers Should Look for When Hiring their Sales Team

Your business is growing, and it’s time to build out your sales team. You already have a structure and sales process in place – you just need some new hires to put your plan into action. As the sales manager, it’s your responsibility to find the right people who can both complement your current team and offer a fresh perspective that will drive the future growth of your company.

Sales Training Techniques: How To Leverage Today’s Technology to Drive Home Old-school Tactics

There’s no denying it: we’re living in the new digital golden age. We consume quickly and on-demand. Remote working is here to stay. And no one thinks twice about how words like ‘Zoom’ became part of our lexicon overnight.Social media has made the world smaller by making our online community larger, enabling us to be more connected than ever before. The more friends and followers the better. The more likes and comments the greater the clout. Dopamine is just a click away.Yes, technology is rapidly evolving how we interact. But there is one form of communication at risk of becoming completely extinct, and it’s the very interaction at the crux of traditional selling: talking on the phone.

Sales Team Management: A Guide to Bringing Out the Best in Your Sales Team

Do you find that certain parts of your role as a sales manager come more naturally than others?  Maybe your analytic mind loves nothing more than nerding out over KPIs. Maybe, as someone who is hyper-organized, you take to sales planning like a duck to water.  As a sales manager, your role is multi-faceted and much more complicated than it used to be. Back in the day, sales managers used to manage the sales force. But now the job also requires planning, strategy, analyzing, and reporting. Today, however, we’re going back to basics and focusing on sales team management.

Inspiring locations

85, rue de Bercy
75012 Paris

Training days
Oct 10, 2024
Nov 14, 2024
Dec 13, 2024
Jan 24, 2025
Feb 11, 2025


EUR 5599 (excl. VAT)
Kasteel De Hooge Vuursche (Koetshuis)
Hilversumsestraatweg 14
3744 KC Baarn

Training days
Oct 10, 2024
Nov 7, 2024
Dec 12, 2024
Jan 9, 2025
Feb 6, 2025


EUR 5599 (excl. VAT)