Certified Professional Sales Manager (CPD)

Program Overview

Sales managers are responsible for turning commercial targets into a structured plan that the sales team can deliver. This programme focuses on the planning and operating side of sales management: building the sales strategy, segmenting accounts, designing territories, setting quotas, structuring incentive plans, managing the pipeline, forecasting sales accurately, using CRM data and reviewing performance. Practical exercises reflect the realities of B2B and B2G selling in Gulf markets, including long tender-based sales cycles and key account relationships.

Learning Outcomes

• ✓Translate annual revenue targets into a sales plan by segment, product and channel.
• ✓Design sales territories and account assignments that balance workload and opportunity.
• ✓Set fair, achievable quotas using historical data, market potential and pipeline evidence.
• ✓Structure a sales incentive plan that reinforces strategic priorities and controls cost.
• ✓Manage pipeline health and produce a weighted sales forecast with documented assumptions.
• ✓Build a sales performance dashboard from CRM data and run monthly performance reviews.

Target Audience

• Sales managers and regional sales managers
• Senior account managers moving into management
• Sales operations and commercial excellence staff
• Business development managers

Detailed Program Modules

Training Methodology

Applied Project & Assessment