Name: Sales Management: How To Manage Your Sales Team Successfully
Rating: 4.5 (179 reviews)

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Created byExpert Academy, Lahcen Bouya

Last updated 5/2026

English

What you'll learn

The key principles of sales performance management so you can plan to win.
How to measure sales performance correctly, and how you can apply this analysis to your main strategy.
How to keep your sales team motivated and disciplined.
How to lead with discipline across all scenarios.
How to integrate small changes to your sales management plan to yield big results.
An appreciation of diversity and how you can use people’s differences to your team’s benefit.
How to alter your mindset so you can be a peaceful, aware and calm leader.

Course content

3 sections • 10 lectures • 50m total length

Introduction: Planning To Win9:03
A dynamic and motivating introduction from expert Ben Kench, who shares insights from his 40-plus years of experience in the Sales industry. Ben explains the importance of proper planning and scheduling as core to your success in sales management and offers tips for considering what you (and the business) need to achieve your goals.
He shares how best to approach sales targets, team guidance, training and development, and time management for greater performance.
Ben encourages you to use a dedicated notebook or to have a pad of paper and pen to hand, for exercises he will give you at the end of some of the course lectures.

Task Measurement8:09
Ben stresses the importance of really knowing the ins and outs of sales enquiries in the pipeline and KPIs to measure.
He asks a series of questions to really get you thinking about your approach to date and how knowing the numbers inside out will help you fully understand what needs to be managed better and what doesn't require any 'micromanaging'.
From his experience, Ben shares how crucial it is to identify when your team members have more energy and motivation and allow them some freedoms, so you can measure better as a manager. He shares an anecdote that highlights the importance of measuring time versus results.
Managing The Mix4:29
The focus of this lecture is to help you understand how to manage a team of individuals with different personalities and sales approaches.
Ben explains the usefulness of personality profiling and how to create tasks or development training sessions where people with different skill sets have to merge.
Exercises: Managing The Mix1:27
Ben shares two exercises that will be critical to your success as an effective Sales Manager.
Developing Your Team5:46
Ben stresses the importance of investing in people if you want to develop a successful team.
He explains how investing in the personal growth of each team member - identifying their strengths and building a personal plan for each - will undoubtedly increase your sales performance as a business.
Exercises: Developing Your Team1:04
Maintaining Disciplines10:52
In this lecture, Ben outlines the rules and expectations necessary to impart as a strong Sales Manager.
Using the analogy of a battle, he illustrates the various needs of the team and shows you where disciplines and adherence to standards and protocol must be clear.
Ben shares a few stories from his career with crucial lessons that serve to show you how you can manage better and achieve more with your team.
Meetings And Feedback6:27
Ben offers advice for adjusting your management style and sales meetings to be more productive and rewarding, both for you and your team.
Using anecdotes, he shares the different management styles he has observed in his career and which he learned from to help him 'step up' as a manager to make meetings genuinely effective.
Ben offers tried and tested tips for giving feedback in a way that makes your people feel valued while also taking on board where they can improve.
Exercises: Meetings And Feedback1:19
Ben sets two exercises to help you design an effective operations manual and meeting plan that will inspire.

Requirements

No requirements.

Description

Do you want to progress in your Sales Management role? Do you want to learn how to successfully manage a sales team? Are you seeking more recognition for your input, greater rewards for your application and greater security in your role?

Are you in search of a robust sales management plan that will boost both growth and business profitability? Do you want to discover how to measure sales performance? Maybe you just want to brush up on your leadership skills, hoping to cultivate a positive working environment through motivation and mindfulness.

If you said yes to any of the above, this course is perfect for you. You will learn how to master sales management so you can generate profitable growth within your business.

One of the key concepts within the course is a discipline in sales. By adopting a mindful and driven attitude, you can lead by example and prevent clashes within your team. You will also learn to appreciate how diverse your team will be, and how you can use employees’ differences to your benefit. Especially in times of crisis or heightened emotions, mixed moods and beliefs can cause a serious hit to your team’s morale. It’s critical you keep your head straight and navigate your team in the right direction to prevent long-term issues and chronic demotivation.

As well as the psychology of leadership and motivation, you will also learn how to measure sales performance correctly, and how you can apply these results to your main strategy. This involves knowing what to measure and how to analyse the outcomes correctly. Sales performance management is just one base of a multifaceted game plan, the rest of which will also be covered in the course. Other aspects include micromanagement, integration of small changes and the importance of empathy.

Putting this all together, you have a robust course that guides you through the trials and tribulations of sales management, giving you the self-confidence to lead your team to richer waters. This course isn’t just tailored for sales managers, it is for anyone wanting to know the ins and outs of compassionate leadership, and how going that little bit further makes all the difference.

Who this course is for:

Professionals currently working as a sales leader/manager (or looking to become one).
Any business owner looking for a robust sales management plan.
Professionals working in sales that wants to elevate their leadership skills and general mindset.
Professionals looking for effective ways of measuring sales performance.

What you'll learn

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Course content

Introduction1 lecture • 9min

Sales Management8 lectures • 40min

Conclusion1 lecture • 1min

Requirements

Description

Who this course is for: