Stop inspecting the numbers. Start building the sellers.
Course Overview
Most sales managers are promoted because they were excellent sellers. Very few are ever trained for the job they are actually promoted into — which is a different job, requiring a different set of skills.
The consequence is familiar: a manager who takes over the hardest deals personally, runs pipeline reviews that are really interrogations, and produces a forecast nobody upstairs trusts. The team hits target when the manager sells, and misses it when they cannot.
This programme builds the capability that multiplies a sales team rather than substituting for it. Participants learn to coach deals without taking them over, to run a pipeline review that develops judgement, to forecast with discipline, and to design territories and incentives that produce the behaviour they actually want.
Key Course Outcomes
✓Coach a live deal without taking it over, using a structured deal-review method.
✓Run a weekly pipeline review that builds judgement rather than simply chasing numbers.
✓Diagnose whether a performance problem is skill, will, activity or territory.
✓Produce a forecast that is accurate within a tolerance senior leadership will trust.
✓Design territories, quotas and incentives that drive the right selling behaviour.
✓Build a coaching rhythm that survives a busy quarter.
Programme Structure
A structured, practical curriculum built for sales leaders in the MENA business environment. Select each day to explore the modules in detail.
Day 1: From Seller to Sales Leader
1
The Sales Manager’s Actual Job
Why the best sellers often become the weakest managers
Selling through others: the shift from doing to developing
Where a sales manager’s time genuinely creates leverage
2
Diagnosing Team Performance
Separating skill, will, activity and territory problems
Reading conversion by stage to find where deals actually die
Building an honest capability picture of each team member
3
The Coaching Conversation
Coaching the seller, not closing the deal
Asking questions that build independent judgement
Practice: coaching a stalled opportunity without rescuing it
Day 2: Running the Engine
4
Pipeline Reviews That Develop People
Redesigning the weekly review from interrogation to coaching
Qualification discipline: making it safe to disqualify early
Spotting the deals that are really hope rather than pipeline
5
Forecasting With Discipline
Why most sales forecasts are negotiations rather than estimates
Evidence-based commit, best case and upside definitions
Building forecast accountability without creating sandbagging
6
Field Coaching and Call Observation
Observing a client meeting without dominating it
Structured debriefs that change behaviour on the next call
Practice: observation, feedback and an agreed development action
Day 3: Building a Sustainable Team
7
Territory, Quota and Incentive Design
Designing territories that are fair and winnable
How incentive structures quietly produce the wrong behaviour
Balancing new business, retention and margin in the plan
8
Recruiting and Onboarding Sellers
Interviewing for sales capability rather than confidence
A 90-day onboarding plan that produces productive sellers faster
Deciding quickly and fairly when a hire is not working
9
Your Sales Leadership Operating Rhythm
Designing the weekly, monthly and quarterly cadence
Protecting coaching time when the quarter is going badly
Personal action plan with named commitments and review dates
What Participants Say
★★★★★
"Corporate Training Hub delivered a game-changing consultative selling programme for our sales team. The results were immediate — pipeline quality improved dramatically within weeks of the training."
Khalid Al Marzouqi
Sales Director, Major UAE Bank
★★★★★
"Outstanding delivery and deep regional understanding. Our management team left with practical tools they actually use. The facilitators' knowledge of the MENA environment set this apart from anything we have seen."
Sarah Thompson
HR Director, Global Manufacturing Co.
★★★★★
"The AI for Business programme opened our eyes to possibilities we hadn't considered. Excellent facilitation that made complex concepts accessible to every level of our leadership team."
Mohammed Al Rasheed
COO, Regional Real Estate Developer
Interested in This Programme?
Speak to our team about scheduling, group pricing, and delivery in UAE or KSA. All prices are per group of up to 12 delegates, excluding VAT.
