Corporate leadership training
Leadership Training for Sales Managers Training Course in Austria
Help your sales managers turn talent into results: set clear KPIs, plan and forecast with data, coach and develop every representative, keep communication open and build a resilient team that hits its numbers, through practical, hands-on training.
- In-person, virtual
or blended - Customised for
your organisation - Delivered worldwide,
including Austria - For sales managers, directors
and future sales leaders
Course overview
What Is Sales Leadership?
Sales leadership is the work of achieving targets by developing the sellers around you rather than closing every deal yourself. The course shows sales managers how to set KPIs and expectations, use data analytics to plan territories and spot market trends, forecast with confidence, and identify, coach and mentor high-potential representatives while holding the whole team to account.
Engaging workshops, interactive discussions and real-world case studies give participants practice in building sales plans, analysing pipelines and running coaching conversations, all grounded in the markets sales leaders in Austria serve.
The course helps sales managers in Austria lead with confidence, integrity and purpose, building the skills to spot and develop sales talent, coach their representatives, track progress with clear KPIs and create a winning sales culture in a competitive marketplace.
Why it matters
Why Sales Leadership Matters in Austria
For organisations in Austria, sales success rests on how teams are led. Managers who nurture talent, coach consistently and keep communication open build sales teams that stay resilient and keep delivering.
Competitive markets
Customers compare suppliers closely, and the quality of sales leadership often decides who earns the contract.
The manager makes the team
Talented sellers stay and grow when their manager coaches them and keeps communication open.
Decisions on evidence
KPIs and data analytics make sales performance something the business can measure and predict.
Lasting customer trust
Resilient sales teams with strong leaders keep clients loyal to businesses across Austria.
The Knowles leadership approach
From Insight to Impact
The course guides participants through a six-step cycle, from defining the result the team owes to adjusting tactics as performance data comes in, which sales leaders can run every sales period.
Sales leadership in action
- 1. TargetWhat must we achieve?
- 2. PlanWhere do we focus?
- 3. EquipIs the team ready to sell?
- 4. CoachHow can each rep improve?
- 5. TrackAre deals moving?
- 6. AdjustWhat will we change?
Key benefits
Why Organisations Choose This Course
This programme helps your leaders and your organisation to:
Targets Met More Often
Clear KPIs keep each seller focused on the outcomes that count.
More Reliable Forecasts
Tracked metrics and a tidy pipeline let the business plan with confidence.
Stronger Coaching
Structured coaching nurtures every seller, not only the natural talent.
A Motivated Sales Team
Recognition and a growth mindset keep sellers resilient after setbacks.
Clear Accountability
Individual and team KPIs make ownership of results visible.
Better Customer Focus
Sellers handle objections well and build lasting client loyalty.
Have questions about this course?
Our team is happy to help. Send us a message and we will get back to you within one business day.
Course curriculum
A practical and structured learning journey.
Twelve units in three stages build from stepping up to lead sellers, to planning how the team will win, to lifting performance through coaching, metrics and open communication, with case studies at every step.
- Unit 1
Seller to Manager
- Learn how leading sellers differs from being the top performer among them.
- Set priorities and manage time so leading does not crowd out selling.
- Decide which KPIs measure your success as a sales manager.
- Unit 2
Sales Culture
- Cultivate a culture of excellence and continuous improvement.
- Model the integrity you expect in every client dealing.
- Encourage ownership of results at every level of the team.
- Unit 3
Clear Sales Targets
- Translate company goals into KPIs for the team and each seller.
- Calibrate targets so they challenge sellers but stay achievable.
- Define the activity expected alongside the sales figures.
- Unit 4
Motivating Reps
- Spot what drives each representative, including high-potential talent.
- Celebrate progress and achievements in ways people value.
- Help sellers bounce back from setbacks and lost deals.
- Unit 5
Sales Planning
- Develop targeted sales strategies from data insights.
- Prioritise the products, segments and accounts with most promise.
- Put time and budget where the return is greatest.
- Unit 6
Territory Planning
- Distribute territories so each seller’s workload is fair.
- Balance account potential against travel and effort.
- Update territories as customer needs change.
- Unit 7
Sales Forecasting
- Forecast from the pipeline using stage-by-stage data.
- Question deals that look too hopeful and surface hidden risks.
- Brief directors on the numbers and the assumptions behind them.
- Unit 8
Reading the Market
- Use data analytics to identify market trends and opportunities.
- Detect emerging openings and competitive threats early.
- Adapt the team’s focus to changing customer needs.
- Unit 9
Sales Coaching
- Apply a coaching framework to real calls and opportunities.
- Give constructive feedback that supports each seller’s growth.
- Create a development plan for high-potential representatives.
- Unit 10
Pipeline Reviews
- Run a regular pipeline review with each team member.
- Probe objections and decision steps to judge each deal.
- Agree closing actions and owners for every opportunity.
- Unit 11
Using Sales Data
- Analyse performance data to inform strategic decisions.
- Set KPIs that track individual and team progress.
- Streamline workflows where the data shows friction.
- Unit 12
Team Cohesion
- Identify sources of conflict and mediate disputes early.
- Create channels for sharing feedback and ideas.
- Build open dialogue with teams beyond sales.
Course agenda
Two-day course agenda.
A sample agenda showing how the two days run, from 9 a.m. to 5 p.m. The final agenda is agreed with you.
Welcome, objectives and introductions
Seller to manager
Morning break
Building a sales culture
Lunch
Clear sales targets
Motivating reps
Afternoon break
Sales planning
Day one reflection
Close
Recap and goals for the day
Territory planning
Morning break
Forecasting and the market
Lunch
Sales coaching
Pipeline reviews and using sales data
Afternoon break
Building team cohesion
Sales leadership action plan
Close
Participant resources
What participants receive.
A practical set of resources to support learning during the course and application afterwards.
Course Workbook
Content, summaries and activities for every unit.
Templates and Worksheets
Ready-to-use tools to apply learning at work.
Action Plan Template
Turn learning into clear next steps.
Job Aids and Quick Guides
Key models, checklists and frameworks for daily use.
Digital Resources
Additional materials to revisit after the course.
Certificate of Completion
Recognition of the training completed.
Practical application
From theory to real workplace impact.
Participants test each idea through case studies, coaching practice and planning tasks, working on the talent, targets and clients sales leaders in Austria handle.
Sales Plan Build
Turn a target into a data-based strategy by segment and account.
Coaching Role-Plays
Coach a representative through objections that have stalled a deal.
Forecast Exercise
Forecast from a sample pipeline and justify every assumption.
Performance Talks
Run a performance review with a seller who has fallen short.
Who should attend
Designed for people who lead sales teams.
Ideal for sales managers, sales directors and sales team leaders, seasoned or newly appointed, and for marketing and product managers who partner with sales and want to understand how good leadership drives sales performance.
- Sales ManagersNurture talent and coach for results.
- Sales DirectorsSet strategy and develop future leaders.
- Senior Sales StaffPrepare for their first team to lead.
- Marketing ManagersAlign marketing with sales priorities.
- Product ManagersPartner with sellers on customer needs.
- EntrepreneursHire sellers and grow a team from scratch.
Course format and delivery
Flexible options to suit your organisation.
Choose the format and duration that fit your schedule and learning needs, whether at your workplace in Austria, online or a mix of both.
In-Person Training
Delivered at your organisation in Austria or at a suitable venue.
Virtual Training
Interactive, engaging live online delivery.
Blended Learning
A combination of in-person and virtual sessions.
Customised Training
Tailor case studies, organisation focus, delivery mode, modules and duration. Explore Customized Training
- Typical Duration2 Full Days9 a.m. to 5 p.m. Also available as a 1-day, half-day, 90-minute or 60-minute session.
Prerequisites
Prerequisites and experience level.
No prior management experience is required. Some familiarity with selling helps, and the course works well for mixed groups.
No formal prerequisites
Open to anyone who leads or works closely with a sales team.
All experience levels
From senior sales staff to sales directors.
Designed for mixed groups
Sales and non-sales roles learn how each sees the team.
Bring your numbers
Bring a recent target, plan or pipeline to work on.
Course framework
A structured approach to developing leaders.
Our framework opens with a review of how the team sells today, then tries new routines in practice, measures the effect and builds the lessons into each participant’s own sales targets.
Practical and Actionable
Coaching frameworks and templates ready for immediate use.
Relevant to Austria
Designed around the clients and markets sales teams in Austria serve.
Leader Mindset
Reflection on leading with confidence, integrity and purpose.
The sales leadership cycle
- 1. LearnCore leadership principles
- 2. ExploreCase studies and discussion
- 3. PractiseRole-plays and simulations
- 4. ReflectSelf-assessment and journaling
- 5. ApplyReal-world projects
- 6. GrowMentoring and peer support
Key learning outcomes
From knowledge to lasting leadership impact.
By the end of this programme, participants will be able to:
- 01
Set fair targets
Set KPIs and targets that reflect organisational goals.
- 02
Plan territories
Direct accounts and effort to the highest-potential areas.
- 03
Forecast with care
Build data-based forecasts and explain the risks behind them.
- 04
Coach every rep
Coach each seller with clear, constructive feedback.
- 05
Review the pipeline
Hold pipeline reviews that test deals and set closing actions.
- 06
Motivate the team
Keep sellers motivated with recognition and clear ownership.
A great sales manager’s legacy is the talent they develop, not the deals they personally closed.
Example exercises and tools
Learn by doing.
Practical tools and realistic sales cases let participants plan, coach and review like effective sales leaders, building habits to repeat with their team.
Interactive discussions and real-world case studies mirror situations sales managers in Austria might face, from a promising new representative who needs a development plan to a client objection that threatens a deal close to signing. Participants practise coaching, handling objections and mediating disagreements within the team, and return to work with practical tools they can apply from their first day back.
Rep Profile
Identify each seller’s potential, gaps and motivators.
Account Grid
Grade accounts by growth potential and the effort required.
Deal Review
Work through a live deal’s objections to judge its chances.
Win-Loss Review
Study wins and losses to spot patterns for the next deal.
Assessment
Assessment and learning progress.
A mix of steps before, during and after the programme keeps learning relevant and turns it into action.
Before the training
Share your goals and team context.
Agree the objectives and focus areas.
Confirm the format, timing and group.
During the training
Role-plays, simulations and practical exercises.
Feedback from experienced leaders as skills develop.
Group discussion and reflection.
After the training
A personal action plan for the workplace.
Self-assessment and guided journaling to track progress.
Ongoing learning through peers, mentors and the alumni network.
Workplace application
Relevant to your context.
The tools carry straight into sales teams in Austria, from each week’s team huddle to reviewing KPIs and planning the quarter ahead.
- Sales MeetingsAgree weekly priorities together.
- Territory PlansGive each territory proper coverage.
- Pipeline ReviewsSteer deals through to signature.
- Rep CoachingGrow talent through coaching.
- Key AccountsKeep key clients loyal and well served.
- Quarterly PlanningPlan KPIs and targets in advance.
Let’s discuss your requirements
Request a Customised Leadership Programme.
Talk to our team about how this course can be tailored for your organisation in Austria or other locations worldwide.
- Share your priorities
- Receive a tailored proposal
- Explore delivery options
Adapting for Austria
Adapting the programme for Austrian organisations.
We tailor the course so it reflects your people, your sector and the context you work in.
Local case studies
Examples and case studies drawn from leaders in Austria.
Cultural awareness
Content that respects cultural nuances and builds inclusive environments.
Community focus
Projects that address real local and community issues.
Industry and organisation focus
Examples, terminology and scenarios from your sector.
Delivery worldwide
Flexible delivery across Austria and worldwide.
We deliver this programme in Austria and in other locations worldwide, with flexible formats and options to suit your organisation.
- In-person
- Virtual
- Blended
At Your Workplace
In-house sessions at your office in Austria.
A Venue You Choose
Delivered at a training venue that suits your team.
Live Online
Interactive virtual sessions wherever your people are.
Across Countries
Programmes coordinated across several locations worldwide.
Client experiences
What our participants say.
Word-for-word feedback from participants at organisations in Singapore. Read all reviews
Yes definitely, since it teaches a fresh, highly constructive approach to problem-solving and team collaboration.
Yes, it serves as an excellent starting point for teams managing cross-cultural integration.
Yes, because it serves as a helpful reminder to prioritize mental well-being alongside daily targets.
Yes, the strategic frameworks shared are highly practical and worth learning for career growth.
Yes, I definitely would. The program teaches you exactly how to approach closing deals and handle tough discussions with confidence.
Yes definitely. Gaining a deep understanding of structured mentoring models is incredibly beneficial for anyone stepping into a leadership role.
Frequently asked questions
Common questions about this course.
What is the main focus of this course?
Leading sales teams to results: setting KPIs and targets, planning territories and forecasts, using data analytics, and identifying, coaching and motivating sales talent, for organisations in Austria.
What topics does the course cover?
Twelve units in three stages: from seller to leader (seller to manager, sales culture, clear sales targets, motivating reps), planning to win (sales planning, territory planning, sales forecasting, reading the market) and driving performance (sales coaching, pipeline reviews, using sales data and team cohesion).
Who should attend this course?
Sales managers, sales directors and sales team leaders, whether seasoned or newly appointed, plus marketing and product managers and entrepreneurs building a team.
Is the course suitable for new or first-time leaders?
Yes. Newly appointed managers build a strong foundation for leading sellers, and seasoned professionals refine how they coach and plan.
Is the course practical or theory-based?
Strongly hands-on. Through workshops, discussions and case studies, participants build plans, test forecasts, review pipelines and rehearse coaching and objection handling.
How long is the course?
The standard course runs over 2 full days, from 9 a.m. to 5 p.m. It can also be delivered as a 1-day, half-day, 90-minute or 60-minute session.
Can the course be customised for our organisation?
Yes. We can adapt the content, examples and format to your goals, industry and team. See Customized Corporate Training for how we tailor programmes.
Can we use examples from our own industry?
Yes. We design and deliver our courses with subject matter experts in each field. Tell us about your industry, context and terminology when you enquire, and it will be taken into account.
Can we combine this course with other topics?
Yes. We can combine related topics into one programme or build a learning pathway across several sessions and levels.
Is this course available outside Austria?
Yes. We deliver this programme in other countries worldwide, in person or live online, and can coordinate it across several locations.
What delivery options are available?
In person at your workplace or a venue you choose, live online, or a blend of both.
What kind of exercises and activities are included?
Data-based planning, account grading, forecast and pipeline reviews, role-plays on coaching and handling objections, conflict mediation and a personal development plan.
Do participants receive mentoring during the course?
Yes. Participants receive mentorship and constructive feedback from experienced leaders throughout the course.
Will participants build a professional network?
Yes. Participants connect with fellow participants, build mentoring relationships with facilitators and guest speakers, and can join an alumni network for ongoing learning.
How does the course support personal growth?
Through regular self-assessment and reflection, guided journaling to track progress and set goals, and techniques for mindfulness and stress management.
Is the course relevant to the Austrian context?
Yes. It is designed for sales managers and team leaders working in Austria, with case studies and exercises built around the teams, targets and clients they manage.
Which cities in Austria can the course be delivered in?
We can deliver it in cities across Austria, including Vienna, Graz, Linz, Salzburg, Innsbruck, Klagenfurt and Villach, and other cities on request. We also offer a full range of leadership courses in Austria.
Can we download a course brochure?
Yes. Download our course brochure for an overview of our training programmes.
How do we request a proposal?
Share your goals and requirements through the enquiry form on this page. Our team replies within one business day with suggestions and a tailored proposal.
Who can we contact about this course?
Email [email protected], call +65 6714 6663 or use the enquiry form on this page. We reply within one business day.
Next steps
From enquiry to delivery.
A simple, transparent process from your first message to the training day.
- 1
Enquiry
Share your training needs and priorities.
- 2
Consultation
We discuss and refine the scope with you.
- 3
Proposal
Receive a tailored proposal with delivery options.
- 4
Confirm
Review, adjust and agree the details.
- 5
Delivery
We deliver the programme for your team.
Get in touch
Get in touch about this course.
Tell us about your team and goals, and we will recommend the right format for your organisation in Austria. Fill in the form or contact our team directly.
- Email us[email protected]
- Call us+65 6714 6663
- Quick replyWe get back to you within one business day.
- Ask before you commitTalk to our team about the right course and format for your needs.
This course is customisable
We can tailor the content, examples and activities to your team’s industry, goals and workplace context. Explore Customized Training
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