Learn to recruit, coach, motivate and manage a sales team, set targets and territories, run pipeline reviews and use sales metrics to lift team performance consistently.
Managing High-Performing Sales Teams is designed for sales leaders whose results depend on the performance of others. The course covers the main responsibilities of sales management: defining the sales structure and territories, setting realistic targets, recruiting and onboarding salespeople, coaching in the field, motivating through recognition and incentives, and managing underperformance. It also addresses sales process design, pipeline and forecast reviews, and the use of CRM data and key metrics to diagnose problems and focus effort where it will make the greatest difference.
Participants work through sales management case studies, practice coaching and performance conversations in role plays, and build a sales team dashboard and action plan for their own team. Discussion draws on the realities of managing multicultural sales teams in the region. The course is available as a public course in Doha, live online, or as an in-house program for organizations developing their sales managers and supervisors.
By the end of this course, participants will be able to:
Design sales structures, territories and targets that are fair and achievable
Recruit, select and onboard salespeople against a clear competency profile
Coach salespeople using observation, feedback and structured coaching conversations
Motivate the team through recognition, incentives and a positive sales culture
Run pipeline and forecast reviews using CRM data and leading indicators
Address underperformance with clear improvement plans
This course is for people who lead, or are preparing to lead, sales teams.
Sales managers and regional sales managers
Sales team leaders and supervisors
Senior salespeople moving into management
Sales directors seeking to refresh their approach
Business owners who manage their own sales staff
From top salesperson to sales manager
Characteristics of high-performing sales teams
Sales structures: territory, product, account and hybrid
Defining a repeatable sales process
Setting sales targets and quotas from business goals
Designing and balancing territories
Activity planning and call cycles
Aligning sales plans with marketing
Sales competency profiles and selection interviews
Onboarding plans for new salespeople
Field coaching, ride-alongs and call debriefs
Developing skills through ongoing coaching conversations
What motivates salespeople beyond commission
Designing incentive schemes and recognition programs
Managing underperformance and performance improvement plans
Retaining top performers
Key sales metrics: conversion, win rate, cycle length, deal size
Running effective pipeline review meetings
Sales forecasting methods and accuracy
Using CRM dashboards to guide decisions
Sales teams in Qatar operate in competitive sectors such as automotive, real estate, retail, telecommunications, banking and B2B services, often with multinational staff and demanding customers. The sales manager's skill in setting direction, coaching and motivating directly shapes revenue and customer experience. Developing capable sales leaders strengthens private-sector competitiveness and supports the economic diversification goals of Qatar National Vision 2030.
Join a scheduled class at our training center in Doha or attend live online. For organizations, the course can run as an in-house program at your premises or online, tailored to your sector, case studies and timetable.
It is a sales leadership course covering team structure, targets and territories, recruitment and onboarding, coaching, motivation and incentives, performance management, pipeline reviews and sales metrics. Participants build an action plan and dashboard for their own team.
Sales managers, regional managers, sales team leaders, senior salespeople moving into management, sales directors and business owners who directly manage salespeople and are accountable for team results.
No. The course focuses on managing and developing other salespeople rather than personal selling technique. It assumes participants already understand selling and want to lead a team that sells effectively and consistently.
Yes. The course can be delivered at your premises or online, tailored to your sector, your sales process and CRM, and your schedule, using your own metrics where appropriate. Contact Leaders Training Center to plan it for your sales managers.
Tell us a little about yourself and an advisor will contact you about batch timings, fees and eligibility. No obligation.
Sat–Thu: 09:00–22:00Fri: 08:00–22:00
Learn to design and manage customer experience strategically, mapping customer journeys, capturing voice-of-customer insight and using CX metrics such as NPS, CSAT and CES to prioritize improvements.
Develop the frontline behaviors that make customers feel valued: building rapport, anticipating needs, going beyond expectations and turning complaints into opportunities to win loyalty.
Learn to define measurable service standards, apply service quality models such as SERVQUAL, measure customer satisfaction and use complaint data to drive continuous service improvement.
Learn how to build a service culture across an organization, serving internal and external customers consistently, so every department, not only the front line, contributes to excellent service.
