30 Nov - 4 Dec 2025
Dubai (UAE)
Hotel : Residence Inn by Marriott Sheikh Zayed Road, Dubai
Cost : 4500 € Euro
In today’s competitive marketplace, effective sales management is a critical factor in driving business growth and achieving organizational success. The role of the Sales Manager has evolved from simply supervising sales teams to being a strategic leader who builds high-performing teams, drives revenue, and aligns sales operations with business objectives.
This ISM-Endorsed Certified Sales Manager program is designed to provide participants with the knowledge, tools, and techniques necessary to lead successful sales teams, implement strategic sales plans, and foster long-term client relationships. Through practical applications, group exercises, and real-world case studies, participants will develop the leadership, coaching, and analytical skills required to excel in modern sales management.
By the end of the program, participants will be able to:
Understand the strategic role of a Sales Manager and align sales goals with business strategy.
Build and manage high-performance sales teams using modern leadership techniques.
Develop and implement effective sales plans, targets, and KPIs.
Analyze sales performance and use data-driven insights for continuous improvement.
Coach, motivate, and retain top sales talent.
Lead customer-centric strategies to improve client satisfaction and loyalty.
This program is ideal for:
Sales Managers and Supervisors
Team Leaders in Sales or Business Development
Aspiring Sales Managers and Senior Sales Professionals
Regional or Area Sales Managers
Professionals seeking ISM-endorsed sales leadership credentials
The program uses a combination of interactive lectures, practical exercises, group discussions, role-playing, and case studies to reinforce key concepts. Real-world applications and performance analysis tools will be introduced to ensure hands-on learning.
Day 1:
The Role of the Modern Sales Manager
Understanding the strategic function of sales management
Transitioning from top salesperson to sales leader
Characteristics of successful sales managers
Defining sales goals, targets, and KPIs
Aligning sales operations with organizational strategy
Day 2:
Building and Leading High-Performance Sales Teams
Recruitment and selection of top sales talent
Onboarding and training strategies
Team dynamics and motivation
Leadership styles and when to apply them
Managing performance and accountability
Day 3:
Sales Planning and Performance Management
Developing effective sales plans and territory strategies
Sales forecasting and budgeting
Pipeline management and CRM optimization
Data-driven decision making and reporting
Analyzing team and individual performance
Day 4:
Coaching, Motivation, and Retention
The art of sales coaching and feedback
Motivational strategies and incentive structures
Identifying and managing underperformance
Building a culture of recognition and excellence
Talent retention and succession planning
Day 5:
Customer-Centric Sales Leadership
Shifting toward consultative selling and value creation
Leading customer relationship strategies
Handling objections, negotiations, and key accounts
Long-term client development and loyalty programs
Final assessment, action planning, and certification briefing