Add some horsepower to your business

Firestarter Sales Management Course

Effective Sales Management

Learn how to get the best out of your sales team with our 'Effective Sales Management' course from the Firestarter Academy, with 5 dedicated modules that will show you how to create a selling method and winning formula for managing sales people effectively to deliver a best in class sales engine.

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Who is this course for?

Ideal for business owners or senior leaders, anyone in a sales management role or managers with no real sales experience who have found themselves responsible for a team of sales people, this course covers the fundamental skills, methods and processes needed to recruit, train and manage a sales team to ensure results..

How the courses work

Each Firestarter Academy course features five modules, with five group sessions with 6-10 people in each cohort, and a one-hour 1:1 session for each delegate with one of our hugely experienced business coaches. We provide all course materials and you will have direct and ongoing access to your course tutor throughout the programme to support with exercises and questions.

We run courses on scheduled dates throughout the year, and also offer them on private dates if you have multiple staff you’d like to train at the same time – please contact us for more details on this.

The courses are specifically designed with small cohorts so that we can focus on practical and implementable learning, with NDAs established with all parties at the outset to encourage open conversation and sharing of real and relevant examples, not just theoretical and forgettable classroom content.

Each module consists of a structured 90-minute online session, with core content delivered to set an ethos and best practice for each subject. With a 50:50 ratio of lecture and practical activity, we encourage breakouts in each module, with small group sessions to drive learning, experimentation and confidence.

All modules are designed to focus on ‘real-life’ scenarios, with exercises that delegates can take away to implement in their day-to-day business lives. We also ensure that the module content is connected to individual 1:1 requirements, and provide in-module mentoring to assist with personal development.

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Effective Sales Management - The Modules


Basic People Management Principles – applying them to sales people

Sales Management has people management at its core, but beyond standard principles of management there are a range of additional dynamics when someone lives or dies by their target. We start this course by pulling together the best bits of some simple “people management” principles and some specific “sales management” principles to get workable day to day best practice.


Using Effective Forecasting and Account Planning as a Management Framework

Effective forecasting and planning across a range of short to medium term planning horizons helps define a meaningful and proactive stream of work that give sales people real focus day to day. We will show you how to build a repeatable and predictable set of methods for forecasting and planning based on tried and tested principles.


The Key Principles of ‘Working’ a Sales Person’s Pipeline with them

As a manager you need to get to the bottom of what is real and what is not real in your team’s pipeline.  There are ways to do this that help unlock opportunity and breed best practice at the same time. You will learn how to understand “zonal” pipeline management and obstacle identification – how to add value to the closing process for your team.

Managing sales performance
One step at a time


Using Assessment Methods to Drive Progress and Increase Skills

There is a huge risk that “room for improvement” in sales people goes unchecked and that the blend of skills needed for effective performance is not looked at as a whole or until it is too late. We will focus on building a repeatable methodology for “non-threatening” assessment – a framework that allows both parties to see continuous progress and improvement in skills.


Effective Sales Recruitment

Hiring sales people is one of the hardest things to get right – but also one of the most expensive things to get wrong. We’ll give you some tips and tricks for hiring the right people – and using the right process – with a specific focus on what you need to attract and retain high performing sales people.