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Description

Sales Performance Management: Building Indicators and Leading the Team

Turning sales figures into concrete decisions on team coaching and effort allocation

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Many sales managers track their activity through revenue already booked — in other words, far too late. The pipeline is poorly qualified, forecasts rest on the optimism of the sales team, and one-to-one reviews turn into a commentary on the shortfall with no action plan. The team works hard without knowing where deals are being lost.

These two days provide the foundations of sales performance management. Participants build activity indicators measured upstream of the result, analyse a portfolio and a sales cycle, improve forecast reliability and prepare review meetings that lead to measurable commitments.

Learning objectives

  • Define activity indicators that can be measured upstream of revenue
  • Analyse a portfolio of customers and prospects according to potential
  • Build a sales forecast from the current pipeline
  • Allocate targets across team members and territories
  • Conduct a review meeting that ends with dated commitments

What makes this programme different

A sales dashboard is built progressively over the two days
Forecasts announced by sales representatives are tested against an objective qualification grid
A review meeting with an underperforming sales representative is role-played and then analysed

Programme

1Indicators and Dashboard

Measuring effort before results

  • Distinguishing between activity
  • performance and result indicators
  • Conversion rates at each stage of the sales cycle
  • Tracking portfolio coverage and prospecting activity
  • Building a dashboard that reads clearly on a single page

2Portfolio Analysis

Knowing where the value sits

  • Segmenting customers by potential and loyalty
  • Identifying accounts that are losing momentum
  • Balancing development of existing accounts with new business
  • Allocating selling time to the agreed priorities

3Forecasting and Targets

Announcing a figure you can defend

  • Qualifying live opportunities and probability of closing
  • Building a rolling forecast
  • Breaking targets down by territory and by sales representative
  • Accounting for seasonality and long sales cycles

4Leading the Sales Team

Keeping performance management alive day to day

  • Rhythm of team meetings and one-to-one reviews
  • Preparing a review meeting from the indicators
  • Field coaching and transfer of know-how
  • Addressing persistent gaps and setting expectations again

Who is it for

Newly appointed sales managers · heads of sales · branch managers · owners of small businesses and experienced sales professionals moving into a supervisory role.

Prerequisites

No prerequisites

Dates & locations

36 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.