Transitioning to Sales Management

A Sales Management Course

*This course can be tailored or customized to your specific needs.

Course Overview

This seminar will help participants who are new sales managers more effectively manage a sales team. The skills needed in this new role will be discussed and the importance of demonstrating sales management characteristics as they apply to group settings instead of individual contributors.


  1. Identify differing behaviors between sales and sales management
  2. Review the importance of transitioning from an individual contributor role to a coaching role
  3. Understand how to create the “We” experience
  4. Learn techniques to work as efficiently and effectively as possible

Lesson 1: Being an Expert at the Process

  • Don’t need to be an expert at all sales functions, but do need to be an expert at the process of sales
  • Allow new sales people to develop
  • Facilitate coaching vs. solving sales problems

Lesson 2: Motivated by “We” More Than “Me”

  • Promotes team spirit
  • Creates harmony out of chaos
  • Seek first to understand, then be understood

Lesson 3: Experience and Breed Success

  • Listen to your other sales reps
  • Measure successful experiences in negotiation and managing people
  • Organizational history and cultural knowledge can be powerful
  • The traps of leading as an internal candidate

Lesson 4: Bridging the Departmental Divide

  • Working well across departments
  • Desire to disrupt status quo
  • Leadership Courage