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Build, Manage, Coach, and Lead a High-Performing Sales Team

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Sales managers are the most important people on your sales team

They’re responsible for hiring the right people, producing sales results, making accurate sales forecasts, coaching middle performers to close more deals, and leading their teams to greater performance.

They directly impact your company’s ability to increase revenue and post consistent profits.

As markets become more competitive and sales cycles lengthen, having skilled, effective sales managers are more important than ever before.

Though your managers are experienced, you've noticed that they aren't effective sales coaches

It’s not their fault. Research from SRG and Selling Power Magazine shows that 73% of sales managers don’t get the training they need to coach a high-performing sales team. So, even though they may have been great sales reps, they never learned how to become high-impact sales managers.

That’s because skills unique to the sales manager role get left out of more generic training programs.

This is what happens in most sales organizations:

Sales managers typically attend sales training with their teams (a good thing) plus some generic leadership training (also a good thing).

So, they’re getting solid training in some areas, just not the specific skills they need to manage a sales team and drive top-line results.



All the skills, knowledge, and tools you need to build, manage, coach, and lead a high-performing sales team.

High-Impact Sales Manager is an online program based on our industry-leading sales management training program that has been used by many large Fortune 500 sales organizations.


Get lasting behavioral change that drives sales results

  • The program covers 5 high-impact sales management skill areas:


    Sales Coaching

    Sales managers learn how to become more effective coaches so that they can boost the skill level of your entire sales team.

    In this course, you'll learn:

    • Managing vs. coaching
    • When to use coaching, and when not to coach
    • Develop your team with a proven coaching process
    • Overcome resistance to coaching


    Managing Sales Performance

    Sales managers learn how to build a higher-performing team with a system that focuses on managing the behaviors that drive sales results.

    In this course, you'll learn:

    • Implement a behavior-based sales performance system
    • Establish performance expectations
    • Determine causes of performance gaps
    • Take appropriate management actions
    • Set management priorities


    Managing the Sales Pipeline

    Sales managers learn how to make more accurate sales forecasts, coach reps to advance opportunities, and identify red flags that clog your pipeline.

    In this course, you'll learn:

    • Improve your sales forecasts
    • Create objective pipeline stage criteria
    • Conduct effective pipeline reviews


    Sales Leadership

    Sales managers learn how to go beyond management to create and lead a sales vision inside the organization.

    In this course, you'll learn:

    • Create your sales vision.
    • Develop strategies to achieve goals.
    • Improve your decision-making skills
    • Understand the six factors that motivate sales reps
    • Improve your personal leadership abilities


    Recruiting & Selecting Sales STARs

    Sales managers learn how to recruit and hire sales stars to drive better performance.

    In this course, you'll learn:

    • Developing a systematic hiring process
    • Using the STAR profile to define winning sales professionals
    • Conducting effective interviews using STAR questions
    • Avoiding common interview mistakes

This comprehensive training program creates sales managers that can drive top-line growth (even in an increasingly competitive market)

— Here’s how —

Sales managers get the skills they need
to lead high-performing teams

Your sales managers learn how to become better sales coaches, improve how they manage sales performance, hire sales stars, and motivate and lead their teams — all essential skills for managing a high-performing sales team.

How your sales managers will benefit...

  • Improve sales results by implementing a behaviorally-based performance management system
  • Learn how to prioritize management actions
  • Produce more accurate sales forecasts
  • Develop the full potential of your team with proven sales coaching techniques
  • Allocate coaching time based on ROI
  • Develop your leadership skills and leadership style
  • Understand what are the motivators for your sales team
  • Consistently hire sales stars.


What our clients are saying about this program

“things people learned are being used”

“Since the training, we have continued the learning process through homework and reinforcement. We can see that the things people learned from SRG, especially about coaching and managing performance, are being used.”

— Director of Sales Training, RingCentral

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“focus on the right things to make a difference”

"Through my experience, I've seen how SRG can guide a sales management team - providing them with tools and helping them focus on the right things to make a difference."

— B2B Specialty Operations, Convergys

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“they all have said how easy it is to apply”

"All our managers are using the program tools in team meetings and their one-on-ones, and they all have said how easy it is to apply the skills they learned."

— Senior Director of Sales Training, Metagenics

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“outstanding program”

"SRG did a great job of preparing and delivering an outstanding program that provided our sales leaders the skills and techniques to proactively manage our sales team."

— VP of HR & Organizational Effectiveness, BMD

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Leading sales organizations across industries trust us to train their sales managers because they know...

Sales Readiness Group (SRG) is an industry-leading sales training company. We help improve the performance of sales teams by providing customized, skills-based training programs that produce sustainable behavior change. That’s why Selling Power Magazine has ranked us in their Top Sales Training Companies list for over a decade.

SRG Selling Power - Top Sales Training Companies 2024

Top FAQs

Is this course right for me?

High-Impact Sales Manager will benefit both experienced and newly promoted sales managers.

What's the time commitment?

This program is divided into 61 short video lessons. We recommend going through all the lessons 2-3 hours per week or 30 minutes per day for ten weeks to get the most out of this program.

How long do I have access to course material?

You'll have access to the materials for up to a year.

Transform Your Reps Into A Team of Peak Performers

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