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Publication date : 07/25/2024

Becoming a sales manager certification course

Practical course - 9d - 63h00 - Ref. KME

Becoming a sales manager certification course




Le manager commercial fédère son équipe autour des enjeux stratégiques de l’entreprise, conçoit et met en place le déploiement opérationnel de la stratégie commerciale. Il dynamise et accompagne ses collaborateurs dans la réalisation des objectifs qui leur sont fixés. Très concret et basé sur des exercices pratiques, ce parcours vous permettra d'acquérir les réflexes essentiels pour apprendre les fondamentaux du métier de manager commercial.


INTER
IN-HOUSE
CUSTOM

Practical course in person
Disponible en anglais, à la demande

Ref. KME
  9d - 63h00
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Le manager commercial fédère son équipe autour des enjeux stratégiques de l’entreprise, conçoit et met en place le déploiement opérationnel de la stratégie commerciale. Il dynamise et accompagne ses collaborateurs dans la réalisation des objectifs qui leur sont fixés. Très concret et basé sur des exercices pratiques, ce parcours vous permettra d'acquérir les réflexes essentiels pour apprendre les fondamentaux du métier de manager commercial.


Teaching objectives
At the end of the training, the participant will be able to:
Monitor, evaluate and adapt your sales action plan
Target the right contacts and organize your influence strategy
Efficient visibility of selected indicators and target deviations
Encourage your team to perform well and stick together

Intended audience
Les nouveaux managers commerciaux ou toutes les personnes souhaitant acquérir des techniques, méthodes et outils permettant de manager une équipe commerciale.


Prerequisites
Mastery of basic sales techniques.

Certification
This certification course is validated by a written exam in the form of a case study (see Ref. KXD).

Course schedule

1
Bâtir et piloter le plan d'action commerciale

  • From marketing plan to sales action plan.
  • Analysis and diagnosis.
  • Define your target strategy.
  • Decide on actions and build a sales action plan.
  • Plan, launch and control actions.
  • Know how to "sell" your sales action plan to your superiors and colleagues.
Hands-on work
Theoretical input and practical exercises.

2
Build your commercial influence strategy

  • Use the media of influence communication.
  • Understand the structure of lobbies and interest groups.
  • Build a network of commercial relationships.
  • Prepare and organize your influence strategy.
Hands-on work
Case studies adapted to the participants' context, sharing of experience and practices. Demonstration of digital tools.

3
Sales dashboards: driving performance

  • Frame control and monitoring actions.
  • Define relevant tools for effective dashboards.
  • Create steering dashboards and provide visibility.
  • Involve and coordinate sales team members.
  • Support sales representatives based on the results obtained.
Hands-on work
Definition of performance indicators. Construction of steering tools and a sales reporting plan.

4
Team management

  • Identify your role as a team manager.
  • Motivating management.
  • Train to communicate as a team manager.
  • Prepare for team leadership.
  • Improve your meeting skills.
  • Strengthen team cohesion.
Hands-on work
Filmed and debriefed scenarios. Public speaking techniques. Quizzes. Team-building exercises.
PARTICIPANTS
Les nouveaux managers commerciaux ou toutes les personnes souhaitant acquérir des techniques, méthodes et outils permettant de manager une équipe commerciale.



PREREQUISITES
Mastery of basic sales techniques.

TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.

ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.

TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.

TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.

ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Dates and locations
Select your location or opt for the remote class then choose your date.
Remote class

Dernières places
Date garantie en présentiel ou à distance
Session garantie

REMOTE CLASS
2026 : 30 Mar., 18 May, 14 Oct., 30 Nov.

PARIS LA DÉFENSE
2026 : 30 Mar., 18 May, 14 Oct., 30 Nov.