Sales Management Training: Drive Performance of Your Teams
Structure a repeatable sales process, deploy performance KPIs and coach your teams in modern B2B prospecting. Training reserved for managers and sales directors.
Duration
2 days (14 hours)
Participants
6 to 8 participants max
Level
Advanced — 2+ years sales management experience
Format
In-person (Lille) or remote
Certification
Training completion certificate
Next session
Bimonthly sessions — Next session on request
Learning objectives
At the end of this training, you will be able to:
Detailed program
14 hours of training spread over 2 intensive days.
Day 1 — Process & metrics
Module 1: Sales performance diagnostic
- •Audit of your current sales process: strengths and weaknesses
- •Industry benchmark: where do you stand vs competitors?
- •Metrics that matter: pipeline, velocity, win rate, CAC, LTV
- •Workshop: team performance diagnostic
Module 2: Building a repeatable sales process
- •Stages of a modern B2B sales process
- •Lead qualification: BANT, MEDDIC, CHAMP — which method?
- •Sales playbooks: scripts, objections, use cases
- •Hands-on: write your sales playbook
Module 3: KPIs and performance dashboards
- •Define KPIs by role: SDR, AE, CSM, manager
- •Build actionable dashboards (not just reports)
- •Tracking frequency: daily, weekly, monthly
- •Hands-on: build your dashboard on Akidel
Day 2 — Coaching & alignment
Module 4: Coaching and skills development
- •Individual and team sales coaching techniques
- •Constructive feedback: SBI method (Situation, Behavior, Impact)
- •Sales onboarding: integrate a new salesperson in 30 days
- •Hands-on: simulated coaching session
Module 5: Sales-Marketing alignment
- •SLA (Service Level Agreement) between sales and marketing
- •Shared lead scoring: MQL, SQL, SAL — common definitions
- •Aligned sales content: case studies, battlecards, objections
- •Hands-on: write your sales-marketing SLA
Module 6: ROI and sales strategy
- •Calculate prospecting ROI (CAC, LTV, payback period)
- •Sales budgeting: tools, personnel, training
- •Prioritize high-impact investments
- •90-day strategic action plan and roadmap
Who is this training for?
Sales Directors
Who want to structure and drive team performance
VP Sales & Head of Sales
Who want to scale their sales organization
Sales team managers
Who want to improve coaching and team monitoring
Growing founders
Who are hiring their first sales team and want structure from the start
Prerequisites
Teaching resources
"This training transformed how I lead my team. The dashboards and coaching process helped us increase our win rate by 15% in 3 months."
Sophie M.
Sales Director — B2B SaaS — 50 employees
Training eligible for OPCO funding
This training is delivered by our Qualiopi-certified partner. Up to 100% coverage possible by your OPCO.
Learn more about OPCO fundingFrequently Asked Questions
Ready to drive your team's performance?
Book your spot for the next session or request an OPCO quote.