Educational objectives

This program brings about a fundamental transformation: turning an expert sales representative into a sales leader capable of setting the right pace for their team in a demanding environment. Being the best salesperson isn’t enough to be a good sales manager—you need to be able to set a clear direction, coach your teams on critical deals, maintain motivation even when the pressure mounts or results slow down, and adapt to each individual’s profile. By the end of this program, your managers will know how to coach their salespeople at the right moment —without taking over or making decisions for them—and how to identify and activate individual and collective motivational drivers, even during difficult times. They establish team rituals that foster cohesion, direction, and collective energy; adapt to their team members’ different styles to maintain everyone’s engagement; and integrate AI tools into their sales practices to boost performance.

The result: managers who no longer do the work for their teams, but who create the conditions for each sales representative to grow and excel.
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Who is this program for?

This program is designed for current or newly promoted sales team managers (Team Leaders, Sales Managers, Sales Directors) who were often hired for their individual excellence in sales. It is particularly suited to managers who struggle to let go of the “super-salesperson” mindset, those who find it difficult to coach without doing the work themselves, as well as organizations that wish to structure and standardize sales management practices to turn them into a real driver of performance and team retention.
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Key skills developed

• Targeted sales coaching: knowing when to coach, train, or make a decision—and structuring coaching conversations that truly help salespeople make progress on their deals
• Individual and team motivation: identifying what motivates each team member and developing daily management practices to maintain engagement, even when results slow down
• Facilitating sales team rituals: designing and leading group and individual rituals—such as weekly kickoff meetings, one-on-ones, and sprints—that foster team cohesion, accountability, and energy
• Adapting to employees’ styles: quickly assess your sales team’s profiles and adjust your management approach to maximize your impact on each individual
• Integrating AI into Sales Practices: Using AI Tools to Boost Team Performance and Stay at the Forefront of Sales Practices