Sales Manager Training
Effective sales manager training is the most powerful lever you have for driving sustainable team performance.
The front-line sales manager is a critical role in any sales organisation, yet many are promoted into the position without the skills to succeed.
They are often your best sellers, but the skills that made them great as individual contributors are not the same skills required to lead a team.
Our training is designed to bridge this critical gap. We provide practical, real-world programmes that equip your managers with the coaching, leadership, and pipeline management skills to multiply their success across their entire team. Investing in your managers is a core component of any successful Sales Training initiative because they are the key to reinforcing new behaviours and creating a high-performance culture.
Some of the world’s biggest B2B brands have benefitted from working with our team
Is this the right fit for your team?
This is a strong fit if:
- You sell complex, high-value B2B solutions with long cycles and multiple decision makers
- You want training tailored to your organisation and market
- You have a team ready to learn and advance on live opportunities
- Leaders are willing to reinforce new habits afterwards
This is probably not for you if:
- You are selling low-value, transactional products at speed
- You are looking for the cheapest possible half-day event
- You have no capacity to reinforce the training once the workshop ends
- You are unwilling to involve your leaders
The challenge of the accidental sales manager
The most common path to sales management is promoting a top-performing salesperson. While this rewards individual success, it often creates an ‘accidental manager’, someone who is expected to lead without ever being taught how. This is the primary focus of our new sales manager training.
The challenges they face are predictable:
- They continue to sell, often jumping in to ‘rescue’ deals rather than coaching their reps.
- They struggle to motivate the team, manage underperformance, or retain top talent.
- They manage by numbers, inspecting the pipeline but not knowing how to improve it.
- They lack a structured framework for running effective one-to-ones and coaching sessions.
Without the right training, this not only limits the manager’s success but also caps the potential of their entire team.
Traditional Providers vs. The Sales Coach Network
Our entire approach is designed to be different from the traditional, event-focused model. We are a specialist partner focused exclusively on sales performance improvement.
Core sales manager training topics we cover
Our programmes are built around the practical, real-world challenges that sales managers face every day. We focus on the core sales manager training topics that have the biggest impact on team performance.
Coaching for Performance (Not Just Inspecting)
This is the most critical skill. We teach managers how to transition from being a deal inspector to a performance coach. They learn structured frameworks for running effective deal reviews, diagnosing skill gaps, and providing constructive feedback that actually changes behaviour.
Strategic Pipeline Management and Forecasting
We equip managers with the skills to look at their pipeline strategically. They learn how to assess its health, identify risks, and produce accurate, reliable forecasts. This moves them beyond a simple spreadsheet review to a strategic analysis of their team’s business.
Establishing a ‘Revenue Rhythm’
Consistency is the key to accountability. We help managers install a ‘Revenue Rhythm’, a predictable operating cadence for one-to-ones, team meetings, and pipeline reviews. This structure creates clarity, drives focus, and embeds a culture of continuous improvement.
Motivating the Team and Managing Performance
A manager’s role is to get the best out of their people. We provide frameworks for setting clear expectations, managing underperformance in a fair and constructive way, and creating a team environment that attracts and retains top talent.
Reinforcing Sales Training Initiatives
When you invest in a corporate sales training programme, your managers are the key to its success. We teach them how to become the primary drivers of reinforcement, ensuring that the new skills and methodologies are adopted and applied consistently by their team.
Our sales manager training courses
We offer a range of sales manager training courses that can be delivered as standalone workshops or as part of a comprehensive leadership development programme. All our training courses for sales manager roles are highly interactive, focusing on practice and application.
These courses are designed to complement our broader sales leadership training programmes, providing a complete development path for leaders at all levels of your organisation, from those aspiring to lead to those in senior roles.
Why our training is essential for new sales managers
Our new sales manager training is specifically designed to help individuals successfully navigate the difficult transition from seller to leader. We provide a “First 90 Days” framework that gives them a clear roadmap for success.
First 30 Days:
Focus on establishing credibility, understanding the strengths and weaknesses of the team, and setting clear expectations.
Next 30 Days:
Begin to implement a consistent coaching rhythm, diagnose the health of the pipeline, and identify early opportunities for performance improvement.
Final 30 Days
Start to hold the team accountable to the new standards, refine their coaching approach, and build a predictable forecasting model.
The link between effective management and team performance
Investing in your sales managers has a direct and measurable impact on your team’s results. Better management leads to better business outcomes.
- Better Coaching leads to higher win rates and larger deal sizes.
- Better Pipeline Management leads to more accurate forecasting and more consistent quota attainment.
- Better Motivation and Engagement leads to lower staff turnover and higher discretionary effort from the team.
Ultimately, our training helps you build the leadership capability to drive your team’s sales performance training from within.
We don’t just offer standard programmes.
We deliver sales training that works.
You’ll benefit from programmes built on the mindsets, skills and tools used by leading professionals in value-based selling. Our focus isn’t just on ‘what’ to do, we show ‘how’ to do it with practical simulations.
All programmes can be delivered in formats that fit your team’s needs and can be blended for maximum effect:
- In-person workshop sessions for high-impact learning
- Remote instructor-led training for global teams
- Client specific video programmes hosted in client LMS
Why partner with The Sales Coach Network?
Led by industry expert Les Bailey, our team of real-world sales practitioners helps sales professionals win more deals, faster.
Practical Approach
Our team consists of seasoned practitioners who actively engage in your sales processes, offering actionable advice rooted in real-world experience.
Experienced Team
Our experts combine extensive industry knowledge with proven techniques, ensuring your team is equipped to tackle real-world challenges.
Customised Solutions
We collaborate with you to co-create programmes that seamlessly integrate into your sales culture, driving meaningful and lasting change.
Flexible workshop formats built around
your team
Every client is different, and so is every workshop. All workshops are delivered in the context of your team’s real-world challenges and delivered in-person or virtually.
1-Day Workshop
Get everyone equipped, aligned, and motivated by the core principles
- Practical frameworks, skills and tools
- Focus on real world application with hands-on practice and simulations
- Ideal for skill building and leadership alignment
- High-energy, high-impact
- 24/7 access to online learning platform with over 80 self-directed videos and associated tools
Best for teams who want immediate traction and a shared foundation
Based on a group of up to 20 people
2-Day Workshop
Go deeper, reinforce the learning, and build lasting internal capability
- Everything in the 1-day, with added depth and breadth
- Extended practice and feedback
- Dedicated role-plays and real-world scenarios
- Strong fit for team alignment and strategic resets
- 24/7 access to online learning platform with over 80 self-directed videos and associated tools
Best for teams ready to go beyond awareness and build lasting capability
Based on a group of up to 20 people
Virtual Workshop
The same value for distributed teams, without the travel
- Delivered across 4-6 live, instructor-led sessions
- Interactive, camera-on environment
- Breakout rooms for group activities
- Spaced learning with meaningful assignments between sessions
- 24/7 access to online learning platform with over 80 self-directed videos and associated tools
Best for distributed teams
Based on a group of up to 20 people
*Pricing varies based on team size, location, and any specific customisation.
Every engagement starts with a call to align on content areas and desired business outcomes.
What teams say after the training
"The Sales Coach Network don’t just deliver training; they’ve offered input on our strategy, internal processes and how we operate as a business. They are focused on driving a shift in the business, in whatever form that takes, and their approach is collaborative and consultative. Feedback from the programme so far has been excellent. I wouldn’t hesitate to recommend them to others."
A two-day intensive workshop designed and delivered for over 300 sales and delivery professionals at a global technology company, focused on real, live opportunities, with a custom methodology rolled out across all regions.
Case studies
Where we’ve done this before
"Designed and delivered for over 300 sales and delivery professionals, focused on real, live opportunities."
One client’s programme, from our technology provider case study.
Who delivers this?
Experienced practitioners, not presenters. The people leading your sessions have sold complex, high-value B2B deals, led sales teams, and built commercial functions of their own. They teach what they’ve done, not theory they’ve read.
That matters because your team can tell the difference.
Practitioners bring real examples, handle the hard questions in the room, and adapt the content to the deals your people are actually working. The result is training that sticks, because it comes from people who have 'carried a bag' and walked in their shoes.
FAQs about Sales Manager Training
Yes. While we have specific modules for new managers, our frameworks are highly valuable for experienced leaders too. They provide a structured, consistent approach that can help even seasoned managers refine their coaching techniques, improve their forecasting accuracy, and find new ways to motivate their teams.
We measure success through a combination of lead and lag indicators. Lead indicators include tracking the frequency and quality of coaching conversations, the adoption of a consistent review cadence, and manager confidence. Lag indicators are the business results of the manager’s team, such as improvements in win rate, quota attainment, and sales cycle length.
Yes. All our sales manager training courses are available in a virtual format. Our online sales training is designed to be highly interactive and engaging, using virtual breakout rooms for practice and discussion to ensure the learning experience is just as impactful as our in-person workshops.
Enquire About Sales Manager Training
Tell us how many managers you have and what they are struggling with, and we’ll show you how the programme would run.