Managing the Sales Team – Stage Two

Learning Objective

To learn and practice the skills required to improve productivity in the Sales team through performance measurement, coaching and performance feedback meetings (appraisals), within a customer service, ‘developing the individual’ focus.

Target Audience

Sales Supervisors, new Sales/Line Managers or as a modern refresher for existing Sales/Line Managers.


  • Team Dynamics
  • Coaching & Field visits
  • Incentives/Remuneration
  • Solving Work Problems
  • Performance Feedback
  • Legislation

Team dynamics, characteristics of effective teams, team roles, stages of development. Coaching/ training, field visits purpose & format, incentives and remuneration packages. Measurement and reporting systems, Performance Feedback Meetings, conflict resolution, solving performance problems. Legislation (ECA, Privacy and Human Rights) as relates to Performance Feedback Meetings, equity/EEO issues, and performance-related disciplinary issues.


Length: 2 full days

Format: Interactive workshop, team role-plays

Optimum number of participants/facilitator: 15

Want to find out more about this training?


Our client list includes:


Keep up-to-date with what's happening in the human resources world with all the latest news, opinion, and features.