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“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.”

Diane Kempf, 
B2B Specialty Operations
at Convergys

Have More Questions?

Contact us or call us at:

1-800-490-0715 (ext. 106)

Live Online Training for Sales Managers

Get the sales management skills you need to succeed

High Impact Sales Management is an intensive sales management skills development program that will provide you with the proven skills, knowledge and tools you need to drive bottom line performance.  This live online training program is led by senior SRG faculty and covers critical Sales Performance Management, Sales Coaching and Sales Leadership skills in SRG's Live Virtual Classroom over a two week period via four convenient 3-hour sessions.

How You Will Benefit

  • Improve sales results by implementing a behavior-based performance management system
  • Learn how to prioritize management actions
  • Develop the full potential of your team with proven sales coaching techniques
  • Overcome resistance to coaching
  • Develop your leadership skills and leadership style
  • Identify the motivators for your sales team

Who Will Benefit

  • Seasoned sales managers who want to improve their management skills
  • Newly promoted sales managers

Live online training includes:

  • Live facilitator during all sessions
  • Highly interactive workshop
  • Participant Workbook
  • Sales management tools and planners
  • Sales management self-assessments
  • Replay access for reinforcement

Fall 2014 Schedule: High Impact Sales Management





Oct 6, 8, 13, 15

Four 3-hour Lessons (Live Online):

   Mon: 1-4 PM ET

   Wed: 1-4 PM ET


Register Now


Call 1-800-490-0715 (ext. 106)

Nov 4 , 6, 11, 13

Four 3-hour Lessons (Live Online):

   Tue: 1-4 PM ET

   Thur: 1-4 PM ET


Register Now


Call 1-800-490-0715 (ext. 106)

Program Outline

  • Lesson 1: Managing Sales Performance
    • Your role as a sales manager
    • Establishing performance expectations
    • Implementing a behavior-based sales performance management system
    • Monitoring key performance indicators
    • Determining causes of performance gaps
    • Taking appropriate management actions
    • Setting priorities for management priorities
  • Lesson 2: Sales Coaching (Part 1 – Coaching Mindset)
    • Coaching Activity Profile self-assessment
    • Managing vs. coaching
    • Understanding the two types of sales coaching
    • Developing your team: coaching and other management actions
    • Using the Sales Skills Profile
    • Developing a coaching mindset: 3 A’s framework
    • Co-assessing, analyzing and discussing performance
  • Lesson 3: Sales Coaching (Part 2 – Coaching your Team)
    • Overview of 5-step sales coaching model
    • Setting coaching expectations
    • Rescuing a sales reps
    • Debriefing the coaching call
    • Overcoming resistance to coaching
    • Allocating coaching time
    • Strategic coaching process
  • Lesson 4: Sales Leadership
    • Creating an effective sales vision
    • Developing strategies to achieve goals
    • Understanding the ROI decision process
    • Enhancing decision making skills
    • Motivating the sales team
    • Improving personal leadership abilities

Live Virtual Classroom

SRG’s Live Virtual Classroom training programs such as High Impact Sales Management offer participants the convenience of online training but with the effectiveness of the traditional classroom.  SRG’s Live Virtual Classroom training programs feature highly engaging facilitators, limited class sizes, and detailed participant workbooks, tools and planners.  Participants interact with the facilitators and their peers online, working on case studies and exercises as well as participating in role plays in SRG’s state-of-the-art virtual training platform.  

Have more questions? Call us at 1-800-490-0715 (ext. 106) or send us an email.