Sales Manager Certification (SMC)
Sales Manager Certification (SMC)
Date and Time
Date: Sep 22nd-26th 2025, 8:30 AM – 5:00 PM
Venue
Nairobi,Kenya
Overview
Certification Overview
The Sales Manager Certification (SMC) is a specialized professional credential designed to equip current and aspiring sales managers with the knowledge, tools, and leadership acumen to drive consistent sales performance, develop high-performing teams, and align sales strategy with organizational goals. This program blends modern sales techniques with leadership, data analytics, customer-centricity, and coaching methodologies.
Learning Objectives
By the end of this certification, participants will be able to:
• Develop and implement effective sales strategies aligned with business goals.
• Lead, coach, and motivate sales teams for peak performance.
• Analyze market trends and use data to inform sales decisions.
• Optimize sales processes, CRM tools, and customer experience.
• Manage key accounts and complex negotiations effectively.
• Align sales goals with marketing, finance, and operations for sustainable growth
Who Should Attend
- • Aspiring or newly appointed Sales Managers
- • Regional and Territory Sales Leaders
- • Business Development Managers
- • Key Account Managers
- • Entrepreneurs and Startup Founders overseeing sales
- • Sales Team Leads aiming to move into management roles
- • Marketing professionals transitioning into sales roles
Workshop Outline / Modules
Comprehensive Course Outline (16 Modules)
Module 1: Foundations of Sales Management
• Role of a sales manager
• Traits of effective sales leadership
• Transitioning from salesperson to manager
Module 2: Strategic Sales Planning
• Sales planning framework
• Territory design and quota setting
• Setting SMART sales objectives
Module 3: Sales Forecasting and Budgeting
• Forecasting methods (qualitative & quantitative)
• Managing and allocating sales budgets
• Pipeline vs. forecast accuracy
Module 4: Sales Process Design and Optimization
• Stages of the sales process
• Building scalable, repeatable processes
• Sales playbooks and SOPs
Module 5: Recruitment and Onboarding of Sales Talent
• Identifying talent profiles
• Interviewing and hiring techniques
• Effective onboarding plans
Module 6: Sales Coaching and Team Development
• Coaching vs. managing
• Conducting effective 1-on-1s
• Developing individualized growth plans
Module 7: Sales Performance Management
• Setting KPIs and metrics
• Using scorecards and dashboards
• Handling underperformance
Module 8: CRM and Sales Technology
• CRM selection and implementation
• Sales automation tools
• Data hygiene and adoption strategies
Module 9: Key Account Management
• Defining key accounts and segmentation
• Strategic relationship management
• Growing wallet share and customer lifetime value
Module 10: Sales Negotiation and Deal Closing
• Negotiation frameworks and tactics
• Handling objections
• Closing strategies and techniques
Module 11: Building a High-Performance Sales Culture
• Motivation and incentive systems
• Recognition and team dynamics
• Creating accountability and ownership
Module 12: Customer-Centric Selling
• Understanding customer journey and needs
• Value-based selling
• Improving customer retention and loyalty
Module 13: Sales Analytics and Reporting
• Using data for decision-making
• Sales funnel analysis
• Leveraging BI tools for insights
Module 14: Cross-Functional Collaboration
• Working with marketing, finance, and product teams
• Aligning GTM (go-to-market) strategy
• Managing internal stakeholder expectations
Module 15: Managing Remote and Hybrid Sales Teams
• Tools and practices for remote management
• Virtual sales meetings and reporting
• Maintaining morale and performance remotely
Module 16: Ethics, Compliance, and Risk Management in Sales
• Sales-related compliance and legal risks
• Ethical selling practices
• Preventing fraud and misrepresentation
Facilitator
Global Leadership Institute Certified Trainers
Investment / Fees
- Standard Fee: KSh 109,000 per participant
- Group Discount:(3+ participants)- 10% off the standard fee
- Includes training materials, lunch, tea/coffee breaks, and certificate.
Registration Deadline
Sep 20,2025
How to Register
- Register here: www.leadership.co.ke/register/ or click “Register/Apply to Attend”.
- Then, payment details will be shown/visible & automatically emailed to you.
- Once payment is received, you’ll get a confirmation & pre-read pack 1 week before the workshop.
- Need help? Call +254 722 223 084 or +254 20 260 3433 or +254 722 517 646(9 AM–5 PM EAT).
