Skip to content

Sales Management and Team Performance Leadership

Promoting a strong salesperson into a sales manager role does not automatically produce a strong leader of people. This programme develops the coaching, performance management and territory planning skills a sales manager needs to build a team that hits target consistently, handles underperformance fairly, and stays motivated through the pressure of a South African commercial environment.

What you will be able to do

  • Coach individual sales representatives using observed behaviour rather than results alone.
  • Design and allocate territories that balance opportunity and workload fairly.
  • Run performance reviews that address underperformance early and constructively.
  • Set targets that are stretching but credible to the sales team.
  • Build sales meeting and reporting rhythms that create accountability without micromanagement.
  • Sustain team motivation through slow months and difficult trading conditions.

Course outline

  1. 01From top salesperson to sales leader
  2. 02Coaching conversations that change behaviour
  3. 03Territory design and fair workload allocation
  4. 04Setting targets that motivate rather than discourage
  5. 05Managing underperformance early and fairly
  6. 06Sales meeting and reporting rhythms
  7. 07Recognition and motivation on a budget
  8. 08Leading through difficult trading periods

Who should attend

Newly appointed and experienced sales managers, regional sales managers and team leaders responsible for the performance of a direct sales team.

Dates, venues and fees

DatesVenueDaysFeeCalendar
24 to 28 Aug 2026Online5US$900
31 Aug to 4 Sep 2026Mozambique5US$1,800
7 to 11 Sep 2026Cairo5US$1,800
14 to 18 Sep 2026Accra5US$1,800
21 to 25 Sep 2026Lusaka5US$1,800
28 Sep to 2 Oct 2026Kigali5US$1,800
5 to 9 Oct 2026Nairobi5US$1,800
12 to 16 Oct 2026Durban5R18,000
19 to 23 Oct 2026Johannesburg5R18,000
2 to 6 Nov 2026Mauritius5US$1,800
9 to 13 Nov 2026Dubai5US$1,800
16 to 20 Nov 2026Lagos5US$1,800
23 to 27 Nov 2026Harare5US$1,800
30 Nov to 4 Dec 2026Kampala5US$1,800
7 to 11 Dec 2026Dar es Salaam5US$1,800
14 to 18 Dec 2026Pretoria5R18,000
21 to 25 Dec 2026Cape Town5R18,000

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

Related courses in Sales, Marketing and Customer Service

Sales, Marketing and Customer Service

Consultative Selling and Key Account Growth

Move your sales team beyond product pitching into structured, needs led conversations that uncover real business problems. This programme...

Next session
31 Aug to 4 Sep 2026
Venue
Nairobi
5 day programme
FromUS$900
Sales, Marketing and Customer Service

Customer Experience and Service Recovery Excellence

Customers judge an organisation most harshly at the moment something goes wrong. Teams learn to design service journeys that hold up under...

Next session
31 Aug to 4 Sep 2026
Venue
Accra
5 day programme
FromUS$900
Sales, Marketing and Customer ServiceNew

Digital Marketing and WhatsApp Led Customer Engagement

Most South African customers meet a brand on a phone, on a data budget, and increasingly inside a messaging app. Marketing teams work on...

Next session
31 Aug to 2 Sep 2026
Venue
Online
3 day programme
FromUS$900
See all Sales, Marketing and Customer Service courses