Course : Boost your sales teamsbest practices for motivating your sales force over the long term
Practical course - 2d
- 14h - Ref. BEC
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 | Adopting a coaching posture when dealing with a team |
| Understanding your team and convincing them of the issues at stake |
| Focus on agility and sales efficiency |
| Set motivating targets and unite each salesperson |
| Build tools to assess and manage sales activity |
Intended audience
Sales executives and managers, sales managers.
Prerequisites
Sales experience. Must be in a management position or in the process of taking up a new position.
Practical details
Role-playing
Progressive workshops on know-how and interpersonal skills (more than 50% of training time). Role-playing exercises. Group and individual debriefings.
Teaching methods
Active, participative teaching methods. Alternating theory/practice with application to participants' contexts and experiences.
Course schedule
1 Get to know yourself and become "an influencer" for your team
- Define the manager's field of action.
- Diagnosing management: strengths and weaknesses.
- Adopt the type of management that promotes collective success.
- Involve people in the action.
Role-playing
Develop your leadership skills through mastery of communication.
2 Adopt an agile organization
- Assess employee autonomy.
- Adopt new uses: facilitate interaction and information sharing.
- Adapting the organization of your team, the keys to the agile manifesto.
- Maintaining the group's adaptability.
- Delegate to gain agility.
3 Define clear, realistic objectives.
- Use objectives as a genuine management tool.
- Distinguish between qualitative and quantitative objectives.
- Delegate the monitoring of qualitative objectives: delegation matrix.
- Negotiate objectives, win support.
- Monitor results.
Role-playing
Create combined objectives. Identify a product/service linked to a priority. Create optimized short- and medium-term objectives.
4 Defusing tensions and concerns
- Analyze and define your approach.
- Demonstrating confidence.
- Defeating the causes of collective demotivation. Neutralize negative leaders.
- Understand the tool for identifying the eleven causes of conflict.
- Explain your veto.
- Mobilize around a positive issue.
Role-playing
Becoming a facilitator. Intensive conflict resolution training.
5 Promoting education and transparency of information
- Understand team members' behaviors.
- Drawing inspiration from appreciative inquiry: creating positive synergy.
- Define a shared vision. Give constructive feedback.
- Encourage team commitment by setting an example.
6 Boosting team performance through complementarity
- Be attentive to the concerns of high-potential members of your team.
- Identify the drivers of employee motivation.
- Develop a fighting spirit in the face of deteriorating situations.
- Maintain employee motivation through "quick wins".
- Lead energizing team meetings.
Role-playing
Create dialogue circles and bring out collective intelligence. Lead an innovative team meeting.
Customer reviews
3,9 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
STÉPHANE D.
13/11/25
5 / 5
Very rewarding, a complete and meaningful framework for work
VANESSA T.
13/11/25
4 / 5
Having just come from another management training course, I found some of the topics redundant.perhaps space the courses out a bit more.Dynamic trainerThe -s: first half-day was all theoryParticipants with issues that were too far apart: see about doing in-company training to study common problemsPersonally, I'm more in favour of face-to-face training.
NAGIB L.
13/11/25
4 / 5
Christian provides good information and makes himself available to answer questions. However, as the participants come from very different backgrounds, there is sometimes a loss of rhythm in the practical sessions.
Publication date : 08/09/2024
PARTICIPANTS
Sales executives and managers, sales managers.
PREREQUISITES
Sales experience. Must be in a management position or in the process of taking up a new position.
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.
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.
Sales executives and managers, sales managers.
PREREQUISITES
Sales experience. Must be in a management position or in the process of taking up a new position.
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.
• 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.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
Dates and locations
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Remote class
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Date garantie en présentiel ou à distance
Session garantie
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.