Sales Management Curriculum

Accountability Each and every day, the sales manager should be holding each and every sales person on their team accountable to their own goals, desires, dreams and personal commitments.

The sales manager should help the salesperson breakdown the fundamental daily activities necessary for success. 

Coaching A coach’s job is to help the other person perform at a higher level than they would by themselves.  It means being tough; it means being that 800 pound gorilla.  In the sales world, the coach can be equated to being the sales conscience.  The sales manager helps guide the salesperson to develop the priorities, behaviors, activities, and mindset required for sales success.

Naturally, the role of coach also includes providing encouragement.  The coach gives the salesperson the necessary positive reinforcement to make sure that the salesperson is “ready for battle.”  Coaching in sales also means helping the salesperson to learn the right lesson and prevents them from doing the same thing and expecting different results.

Motivating In a perfect world, salespeople are motivated.  But this is not a perfect world.  Salespeople ride a rollercoaster called “Productivity and Lack of Productivity.”

The sales manager is responsible for keeping the team motivated by reminding them of their goals, by identifying the daily mindset, and helping them keep strong attitudes in the face of adversity.

Growing Evaluate and train your people.  Raise your expectations by raising the bar.  Then hold the salespeople accountable for their performance.*




Identifying, screening, interviewing, hiring and bringing in stronger people are priorities for a sales manager.  A tip for the sales manager: ABCR- Always Be Constantly Recruiting.


* Recruiting has obvious ties to Growing the team.

We can summarize the primary responsibilities of Recruiting and Growing the sales team as:   renewing, rebuilding and revitalizing.