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Description

Sales Leadership: Structuring, Steering and Developing the Organisation

A half-day to step back and review your sales organisation and how it is steered

  • 0.75 days — 5.25 h
  • In-person or virtual
  • All levels
  • Up to 6 participants

Leading a sales team is not about selling better than your salespeople. The sales director segments markets, sizes teams, sets achievable targets and balances growth against profitability. Many newly promoted leaders remain focused on the field and leave the organisation unchanged.

This short 5-hour-15 virtual format addresses the role from the angle of structure and steering: territory design, team sizing, target setting, management routines and reading the right indicators. Each participant leaves with a diagnosis of their own organisation.

Learning objectives

  • Size a sales organisation in line with the markets targeted
  • Allocate territories and account portfolios according to explicit rules
  • Set individual targets consistent with genuine potential
  • Run steering routines and forecast reviews
  • Select the indicators that genuinely support activity management

What makes this programme different

A diagnosis of your own sales organisation completed during the session
Territory design rules discussed from real situations brought by the group
A short set of indicators built to replace unused dashboards

Programme

1Structuring the Organisation

From markets to territories

  • Segmentation by territory
  • by market segment or by client type
  • Team sizing in relation to market potential
  • Portfolio allocation and trade-offs between salespeople
  • Alignment between field sales
  • inside sales and pre-sales

2Setting Targets and Steering Performance

What is measured and what is monitored

  • Building individual targets linked to territory potential
  • Balance between volume
  • margin and new business targets
  • Steering routines and forecast reviews
  • Activity indicators as distinct from results indicators

3Developing the Team

Supporting without taking over the sale

  • Field coaching and feedback to the salesperson
  • Addressing performance gaps that become entrenched
  • Recruiting and onboarding new sales staff
  • Working with executive management and other functions

Who is it for

Newly appointed sales directors · heads of sales · and business owners who steer the sales function themselves.

Prerequisites

Hold a sales management responsibility or be preparing to take one on.

Dates & locations

12 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.