Corporate Training for Teams

Sales Management Programme (SMP)

Imparta, In London
2 days
Next course start
Offered at a time and date of your preference See details
Course delivery
In Company
2 days
Next course start
Offered at a time and date of your preference See details
Course delivery
In Company

Course description


Sales Manager Programme (SMP): In-House Training Programme

The role of a sales manager is an essential one in a company, yet few sales managers are actually prepared for the role. A competent sales manager needs the ability to select, engage, and retain top talent; coach and manage the performance of their team; and maximise time spent selling. Sales managers also need to manage their team's pipeline and deal with various issues, internal challenges, and provide support where needed. It is not surprising that sales managers, who are usually promoted because of their sales record and not their managerial skill or potential, need help and support in this new role.

Imparta’s Sales Manager Programme (SMP) offers your company's sales managers the processes, tools and people skills that they need to plan strategically and manage on a day-to-day basis. The course covers each key element of sales management, including territory planning, forecasting, target setting, and performance management.

Unlike many sales management training courses, Imparta's course has a modular structure that allows the programme to be tailored to your organisation’s specific needs. This unique and flexible structure gives your sales managers the skills and abilities to set up their sales teams for success while managing and growing them using organisational processes to achieve and sustain improved results.

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Upcoming start dates

1 start date available

Offered at a time and date of your preference

  • In Company
  • London

Suitability - Who should attend?

This in-house training programme is best suited for those with one or more salespeople reporting to them, regardless of sales methodology. While SMP is essential for beginners, it is equally applicable to all levels of experience within sales management.

Outcome / Qualification etc.

This in-house training programme will allow you to face the following obstacles:

  • Poor sales coverage
  • Poor sales recruitment
  • Insufficient effective selling time
  • The 80/20 challenge
  • Poor forecasting and pipeline management
  • Long cycle time
  • Stagnating accounts
  • Salespeople retention

Training Course Content

The content of this Sales Manager Programme (SMP) training programme can be tailored to fit your needs, customers, markets, and objectives.

Areas typically covered in Imparta's SMP programme include:

  • Sales manager role – definition and scope
  • Sales coverage planning
  • Active selling time planning
  • Target setting, forecasting and pipeline management
  • Strategic thinking and business planning
  • Performance management and emotional intelligence
  • Sales manager communication skills
  • Team motivation
  • Coaching and delegation in a sales team
  • Selection and assessment of new hires


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