Sales Manager Training

Sales organizations face constant pressure to grow revenue while buyer behavior, competition, and technology continue to evolve rapidly. Leadership in sales is equal parts people development and pipeline discipline, and today's sales managers must do more than motivate. This sales manager training program will help you excel in leadership roles by teaching you how to build high-performing teams, design repeatable selling systems, and to use data to forecast revenue and diagnose performance gaps.

You will develop management-level skills across recruiting and onboarding, performance coaching, compensation and motivation, CRM/pipeline optimization, customer relationship strategy, forecasting, and KPI management. Through the case studies, role-play, simulations, and applied assignments in this sales course, you will get the sales training needed to build a comprehensive sales strategy and demonstrate your readiness in a capstone presentation. By the end of the course, you will be prepared for leadership roles such as sales manager, business development manager, account executive, or sales director.

What you will learn

• Build and manage a high-performing sales team through recruiting, onboarding, training, coaching, and motivation systems
• Design repeatable sales processes and measurable pipelines using CRM discipline, automation tools, and funnel management
• Coach sales execution at scale—communication, negotiation, objection handling, presentations, and closing behaviors
• Analyze KPIs, forecast revenue, and create performance improvement plans using data-driven sales management
• Produce and present a comprehensive sales strategy (team structure, lead gen, funnel/forecasting, compensation plan) through a capstone project and final exam

How you will benefit

• Step into sales leadership with a complete management playbook—team building, coaching cadence, and performance standards that translate into consistent results
• Improve forecast accuracy and decision-making by using CRM and KPIs to spot pipeline risk early and course-correct faster
• Increase revenue predictability by implementing measurable processes (funnel, stages, follow-up systems) instead of relying on "hero selling"
• Strengthen team retention and performance through structured onboarding, coaching, motivation, and compensation planning
• Demonstrate yourleadership-ready skills with a capstone sales strategy and live-style presentation that mirrors real sales management expectations

1. Foundations of Sales Management
   1. Introduction to sales management
   2. Sales environment and competitive analysis
   3. Ethics and compliance
2. Building and Managing a Sales Team
   1. Recruiting and selection
   2. Training and onboarding
   3. Motivation and compensation
3. Sales Techniques and Strategies
   1. Prospecting and lead generation
   2. Communication and negotiation
   3. Presentations and objection handling
4. Sales Process and Pipeline Management
   1. Sales funnel design
   2. CRM and technology
5. Customer Relationship Management and Retention
   1. Customer-centric selling
   2. Managing expectations and conflict
6. Sales Forecasting and Performance Metrics
   1. KPIs and metrics
   2. Forecasting and goal setting
7. Advanced Sales Strategies and Leadership
   1. Strategic sales planning
   2. Leadership and culture

Requirements:

Hardware Requirements:

• This course can be taken on either a PC, Mac, or Chromebook.

Software Requirements:

• PC: Windows 10 or later.
• Mac: macOS 12 or later.
• Browser: The latest version of Google Chrome or Mozilla Firefox are preferred. Microsoft Edge and Safari are also compatible.
• Any word processing application (not included in enrollment).
• Microsoft Word Online
• Adobe Acrobat Reader .
• Software must be installed and fully operational before the course begins.

Other:

• Email capabilities and access to a personal email account.

Instructional Material Requirements:

The instructional materials required for this course are included in enrollment and will be available online.

Prerequisites:

Sean Smiley

Sean Smiley is a sales and sales leadership veteran with 35+ years of experience building teams and scaling revenue across multiple industries. As a former VP of North American Sales for a multibillion-dollar electronics manufacturer, he grew his division from $85 million to nearly $500 million in four years. He later founded and scaled his own audio-visual company to $5 million and helped multiple European manufacturers successfully expand into the U.S. market. His background brings learners practical, real-world expertise across prospecting, pipeline discipline, negotiation, closing, and performance management—the exact skills emphasized throughout the Sales Representative Mastery program.

What is the average salary of a sales manager?

According to Zippia, the average salary for a sales manager in the U.S. is approximately $73,952 per year. This figure can vary significantly depending on experience, location, and industry. For instance, sales managers in technology or pharmaceuticals often see higher salaries due to the specialized nature of their roles.

What is a sales manager? What does a sales manager do?

A sales manager is responsible for leading a team of sales representatives to achieve business goals. They oversee the sales process, set targets, and develop strategies to improve sales. A sales manager is responsible for recruiting, training, and motivating sales representatives to ensure they meet or exceed their sales targets. They also collaborate with other departments to ensure a seamless customer experience. In addition, a sales manager analyzes sales data to identify trends and growth opportunities.

Does this course prepare you for a certification?

No. However, this sales manager course does provide you with a certificate of completion.

How long does it take to complete this course?

After you register, you will receive 6 months to complete the course. The time allotted for completion has been calculated based on the number of course hours.

When can I start this course?

This course is open enrollment, so you can register and start the course whenever you are ready. Access to your course can take 24-48 business hours.

What if I don't have enough time to complete the course within the time frame provided?

The time allotted for course completion has been calculated based on the number of course hours. However, if you are unable to complete the course, contact the student advising team to see what options you may have available to work out a suitable completion date. Please note that an extension fee may be charged.

What kind of support will I receive?

Our courses are designed to accommodate various learning preferences. Depending on the course structure, you may get different forms of support. Self-paced courses are designed to be user-friendly and independent, minimizing the need for external support. In courses with instructors, our direct platform support feature includes opportunities for questions, discussions, and remediation, with email and phone support available for select courses. Our student advising team is available to guide you on program requirements and administrative requests, but they do not provide assistance with course content. Our goal is to provide you with the necessary support for success, whether it's through self-paced exploration, direct communication, or guidance from our advising team.

What happens when I complete the course?

Upon successfully passing the final exam, you will be awarded a certificate of completion from the school or organization that you registered through.

Am I guaranteed a job?

Hope Training Academy courses will help you gain the skills you need to obtain an entry-level position in most cases. However, you should always research the job market in your area before enrolling.

Can I get financial assistance?

Hope Training Academy courses are non-credit, so they do not qualify for federal aid, FAFSA, and Pell Grant. In some states, vocational rehab or workforce development boards may provide funding to take our courses. Additionally, you may qualify for financial assistance if you meet certain requirements. Learn more about financial assistance.

How can I get more information about this course?

If you have questions that are not answered on our website, representatives are available by phone. You can also call us at 1-855-532-7642 during regular business hours to have your questions promptly answered. If you are visiting us during non-business hours, please send us a question using the "Contact Us."