Corporate leadership training
Leadership Training for Sales Managers Training Course in Germany
Prepare your sales managers to get outstanding performance from a team: turn organisational goals into targets, organise territories and forecasts, develop and motivate each salesperson and build a cohesive team that owns its results, with realistic, practice-based learning.
- In-person, virtual
or blended - Customised for
your organisation - Delivered worldwide,
including Germany - For sales managers, directors
and future sales leaders
Course overview
What Is Sales Leadership?
Sales leadership means delivering results through a cohesive team rather than through your personal sales record. The course shows sales managers how to translate organisational goals into expectations, organise territories and forecasts, monitor performance data to choose priorities, and motivate, develop and hold salespeople responsible so the team reaches its potential.
Realistic sales scenarios, team exercises and discussion let participants draw up plans, examine pipelines and rehearse coaching and difficult conversations, all set in the markets sales leaders in Germany work in.
The course is delivered for sales managers in Germany who want to build cohesive, high-performing sales teams. It covers team dynamics, persuasive communication, conflict, motivation and leadership presence, and links each manager’s personal leadership style to the organisation’s goals.
Why it matters
Why Sales Leadership Matters in Germany
Organisations in Germany depend on their sales teams to bring in revenue. Managers who build trust and mutual respect, keep people motivated and steadily improve how the team works help those teams perform well over time.
Competitive markets
Customers can compare offers freely, so the way a sales team is led often settles who secures the deal.
The manager makes the team
A cohesive team gives its best when its manager sets direction and develops each person.
Decisions on evidence
Careful planning and regular monitoring make sales results predictable enough to plan around.
Lasting customer trust
Trusted sales teams keep the customers that organisations in Germany depend on.
The Knowles leadership approach
From Insight to Impact
Six steps take participants from defining the goal to adjusting the plan through continuous evaluation, a cycle sales managers can repeat every month or quarter.
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
Goals tied to the organisation’s aims keep sales effort on what counts.
More Reliable Forecasts
Steady monitoring of deals yields forecasts managers can stand behind.
Stronger Coaching
Every salesperson is developed, not only the high achievers.
A Motivated Sales Team
Recognition, rewards and fair goals keep the team committed.
Clear Accountability
Each person owns their figures and their follow-up.
Better Customer Focus
Trust and respect carry over into lasting customer relationships.
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.
Across twelve units in three stages, participants move from taking on the leadership role, to planning how the team will win, to raising performance through coaching, reviews and continuous improvement.
- Unit 1
Seller to Manager
- Understand how your role changes once the team’s performance is yours to lead.
- Weigh your own sales work against the needs of the team.
- Identify your leadership style and what success looks like.
- Unit 2
Sales Culture
- Shape a high-performing culture founded on trust and mutual respect.
- Define how every customer should be treated by the team.
- Make ownership of results a shared team habit.
- Unit 3
Clear Sales Targets
- Link each person’s target to the organisation’s vision and goals.
- Make targets demanding yet realistic for each person.
- Clarify the daily activity expected as well as the results.
- Unit 4
Motivating Reps
- Identify the key drivers that keep each salesperson committed.
- Recognise and reward team achievements in ways people value.
- Restore commitment after setbacks and lost business.
- Unit 5
Sales Planning
- Plan from goals, market conditions and team capacity.
- Set the order of priority for products, segments and accounts.
- Direct resources to where they earn the most revenue.
- Unit 6
Territory Planning
- Allocate territories so every salesperson has a fair share.
- Balance travel, workload and opportunity per area.
- Adjust territories when the market shifts.
- Unit 7
Sales Forecasting
- Forecast sales stage by stage from the live pipeline.
- Probe deals that look too good and surface risks in time.
- Brief senior managers on the forecast with credibility.
- Unit 8
Reading the Market
- Analyse how the market and customer needs are changing.
- Pinpoint new openings and risks in the market.
- Use what the market tells you to set the team’s priorities.
- Unit 9
Sales Coaching
- Coach each salesperson on live opportunities and calls.
- Use verbal and non-verbal cues to make feedback land.
- Draw up and monitor a development plan for each person.
- Unit 10
Pipeline Reviews
- Review open deals with each salesperson at a set rhythm.
- Use sharp questions to separate real deals from hopeful ones.
- Agree concrete steps that advance every deal.
- Unit 11
Using Sales Data
- Use sales data to find gaps and streamline workflows.
- Select a few measures that signal future results.
- Make decisions on facts rather than hunches.
- Unit 12
Team Cohesion
- Address the common sources of conflict in sales teams.
- Encourage creative problem-solving and share what works.
- Earn respect from colleagues beyond the sales team.
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.
Every concept is tried out in realistic sales scenarios, from drafting a plan to rehearsing a coaching talk, using the kind of targets, areas and salespeople sales leaders in Germany are accountable for.
Sales Plan Build
Break a target into concrete actions for each account.
Coaching Role-Plays
Help a salesperson restart a deal that has stopped moving.
Forecast Exercise
Forecast from a sample pipeline and test each assumption.
Performance Talks
Discuss a missed target openly, fairly and respectfully.
Who should attend
Designed for people who lead sales teams.
Built for those who lead sales teams or are getting ready to, and for marketing and product managers who work alongside sales and want to see how strong leadership turns a group of sellers into a cohesive team.
- Sales ManagersBuild a cohesive team and lead it to results.
- Sales DirectorsSteer strategy and strengthen the managers below them.
- Senior Sales StaffGet ready to lead a team of their own.
- Marketing ManagersCoordinate campaigns with the sales team’s goals.
- Product ManagersCollaborate with sales on customer needs.
- EntrepreneursGrow a sales team from the ground up.
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 Germany, online or a mix of both.
In-Person Training
Delivered at your organisation in Germany 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.
The framework works as a cycle: participants examine how their team operates now, practise new routines, evaluate the results and then apply them to their own goals.
Practical and Actionable
Actions managers can take as soon as they are back.
Relevant to Germany
Grounded in the sales situations teams in Germany handle.
Leader Mindset
Reflection on your personal leadership style and presence.
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
Link team and individual targets to the organisation’s goals.
- 02
Plan territories
Distribute accounts and effort to match the opportunity in each area.
- 03
Forecast with care
Build a pipeline forecast and be clear about its risks.
- 04
Coach every rep
Give feedback that lifts each salesperson’s results.
- 05
Review the pipeline
Hold reviews that test each deal and agree actions.
- 06
Motivate the team
Recognise, reward and hold people to account to keep them committed.
The best sales managers are judged by how strong their team becomes, not by how much they sell themselves.
Example exercises and tools
Learn by doing.
Realistic sales scenarios, practical tools and exercises let participants plan, coach and monitor performance as strong sales leaders do.
Realistic sales scenarios let participants practise situations a sales manager in Germany might meet, such as a new team still finding its way, a dispute between two salespeople over an account or a colleague whose commitment has slipped. They choose their words and body language, settle the issue and agree what happens next, and leave with a development plan for their own team.
Rep Profile
Profile each salesperson’s strengths, development needs and motivators.
Account Grid
Rate accounts by opportunity and the effort required.
Deal Review
Examine an open deal and judge its chance of closing.
Win-Loss Review
Look back at won and lost deals and adjust your methods.
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.
Participants use the tools in sales teams throughout Germany, from Monday’s team briefing to the next round of quarterly planning.
- Sales MeetingsGive the team a clear weekly focus.
- Territory PlansCover every area evenly.
- Pipeline ReviewsKeep each deal progressing.
- Rep CoachingBuild every salesperson’s skills.
- Key AccountsRetain your key customers.
- Quarterly PlanningSet the quarter’s targets.
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 Germany or other locations worldwide.
- Share your priorities
- Receive a tailored proposal
- Explore delivery options
Adapting for Germany
Adapting the programme for German 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 Germany.
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 Germany and worldwide.
We deliver this programme in Germany 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 Germany.
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
The most useful aspects were learning about active listening, empathy, and adopting a growth mindset. The case studies and brainstorming sessions provided practical ideas for managing remote and hybrid teams, building rapport, and leading effectively.
Yes, definitely. because it offers highly practical insights that help you navigate your role and better manage relationships within your team.
Yes, but you must come with an open mind to self-reflect.
The course allowed me to identify the area where errors could occur and the various steps to identify and reduce the errors. Case studies were also provided to give a real-life experience instead of theoretical lessons.
Yes, particularly for beginners who need a clear, structured way to start organizing workplace information.
Yes, because it serves as a helpful reminder to prioritize mental well-being alongside daily targets.
Frequently asked questions
Common questions about this course.
What is the main focus of this course?
It equips sales managers to lead a cohesive team to its targets: aligning goals with the organisation, planning territories and forecasts, using sales data, and motivating and coaching each salesperson, in markets across Germany.
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?
Managers and directors responsible for sales, salespeople getting ready for their first team, colleagues in marketing and product roles, and founders building a sales force.
Is the course suitable for new or first-time leaders?
Yes. Salespeople taking on a team for the first time learn how to lead it, and experienced managers gain fresh methods for coaching and planning.
Is the course practical or theory-based?
Highly practical. In realistic sales scenarios, participants plan targets, test forecasts, review deals and practise coaching and difficult conversations.
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 Germany?
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?
Target planning, account rating, forecasting, deal reviews, coaching and conflict role-plays, conversations about missed targets and a team development plan, with feedback throughout.
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 German context?
Yes. It is designed for sales managers working in Germany, with realistic sales scenarios built around the team, communication and performance challenges they handle.
Which cities in Germany can the course be delivered in?
We can deliver it in cities across Germany, including Berlin, Hamburg, Munich, Cologne, Frankfurt, Stuttgart and Düsseldorf, and other cities on request. We also offer a full range of leadership courses in Germany.
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 Germany. 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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