Marketing & Communication

Sales Management and Pipeline Development

Sales managers turn targets into results through people, process and pipeline discipline. This course covers sales management: setting targets and territories, building and managing pipelines, forecasting, coaching salespeople, sales meetings, CRM discipline, incentives and improving win rates.

5 days Classroom or live online English

Smart Horizon Certified - Global Leadership Consultants

Take the course details with you.

Download the full standard outline: why attend, methodology, objectives, audience, competencies, the daily outline and current plans.

Download course PDF

Why attend

From knowledge to real-world impact.

Inconsistent pipelines make revenue unpredictable. You will learn to manage sales teams and pipelines with discipline.

Workplace challenges

Professional Problems This Course Is Designed to Solve

The programme explores practical approaches to the following challenges. Results depend on how the learning is applied in your organisation.

Difficulty translating subject knowledge into practical workplace decisions.
Inconsistent approaches to the activities covered in the course outline.
Lack of a structured plan for applying and reviewing new skills.

Course methodology

How you will learn.

Pipeline analysis exercises, coaching role plays, forecasting practice and case studies.

Course objectives

What you'll take away.

By the end of this course, participants will be able to:

Set realistic targets and territories
Build and qualify sales pipelines
Forecast sales accurately
Coach salespeople to improve performance
Use CRM data for management
Design motivating incentives

Target audience

Who should attend.

This course is suitable for:

Sales managers and team leaders
Business development managers
Key account managers moving into management
Commercial directors
Sales operations staff

Target competencies

Capabilities you will build.

Participants will develop competencies in:

Pipeline management
Forecasting
Sales coaching
Target setting
Incentive design

Course outline

Your learning journey.

A focused, practical outline with time to explore, apply and reflect.

Day 1Sales Management

09:00–10:08Role of the sales manager
10:08–11:00Sales process
11:00–11:30Coffee break
11:30–11:45Sales process (continued)
11:45–12:53Metrics
12:53–14:00Exercise

Day 2Targets and Territories

09:00–10:08Target setting
10:08–11:00Territory design
11:00–11:30Coffee break
11:30–11:45Territory design (continued)
11:45–12:53Account segmentation
12:53–14:00Workshop

Day 3Pipeline

09:00–10:08Pipeline stages
10:08–11:00Qualification
11:00–11:30Coffee break
11:30–11:45Qualification (continued)
11:45–12:53Pipeline reviews
12:53–14:00Exercise

Day 4Forecasting and Coaching

09:00–10:08Forecast methods
10:08–11:00Coaching conversations
11:00–11:30Coffee break
11:30–11:45Coaching conversations (continued)
11:45–12:53Joint calls
12:53–14:00Role play

Day 5Motivation

09:00–10:08Incentives
10:08–11:00Recognition
11:00–11:30Coffee break
11:30–11:45Recognition (continued)
11:45–12:53Team meetings
12:53–14:00Action plan

The timings provided are estimates and may vary depending on the number of participants and the discussions taking place during the sessions. They are indicative only and do not constitute a binding commitment.

Dates & venues

Find a session that works for you.

Confirmed dates accept registration requests. Tentative dates are enquiry only.

Good to know

A few things to know.

How is the course delivered?

Our classroom programmes combine facilitated discussion, case studies, exercises and reflection. The precise format will be confirmed before enrolment.

Can you deliver this programme for our team?

Yes, you can enquire about a tailored programme. Share your goals, group size and preferred dates with our learning team.

Will I receive a certificate?

Participants who complete the programme receive a Smart Horizon certificate of attendance. Smart Horizon programmes are not externally accredited and do not award a professional qualification, licence or designation. Where a course title or outline refers to a professional certification (for example, AACE International's Certified Cost Professional), the programme supports learning and preparation only; the credential itself is awarded solely by the relevant professional body under its own application and examination requirements.

What should I confirm before booking travel?

Please confirm the session, exact venue, accessibility arrangements, fees and any visa requirements with the team before arranging travel. Tentative dates are not confirmed sessions.

Keep exploring

Your next horizon awaits.

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