Improve forecast accuracy and win rates, while maximizing the potential of every salesperson

Sales Management & Coaching (SMC) is a specialized training program for sales managers that enables them to forecast future sales accurately, manage sales team pipelines, review opportunities, develop individual sales professionals’ skills, and provide insightful opportunity coaching to win more business.

SMC is based on a repeatable process for sales diagnosis, managing by exception and coaching, and includes supporting management and skills development tools.

The Sales Management & Coaching Process

Sales Management & Coaching

Intended Audiences

SMC is designed for first-line and second-line sales managers and executives. It naturally complements and supports the Solution Selling® methodology, but can be tailored for use in any direct sales organization.

What is included in the Sales Management & Coaching program?

Designed to provide a repeatable and highly efficient inspection and coaching cadence, SMC enables sales managers to:

Multiple Delivery Modality Options

SMC can be learned through live instructor-led training (ILT) workshops, via virtual instructor-led training (vILT) sessions, or online through on-demand eLearning and video-based content. We find that a blended learning approach that incorporates a mix of delivery modalities produces the best results.

For ILT and vILT delivery, each SPI instructor has been certified to rigorous standards, and they each bring at least 15 years of sales and management experience to ensure their credibility and enhance facilitated discussions. Alternatively, SPI can certify client instructors for in-house delivery and coaching, at the client’s option.

Workshop Topical Agenda

SMC is a modular program, designed to be tailored to the unique requirements of each client. The standard instructor-led SMC training workshop is a one-day, highly interactive program. The standard program includes:

Introduction to Sales Management & Coaching

Key Sales Management Principles

Perform Opportunity Review (Quality)

Perform Pipeline Review (Volume & Speed)


Coaching (Opportunity and Skill)

Getting Started

SMC typically includes a pre-workshop assignment consisting of reviewing brief eLearning content on foundational sales management principles. In the workshop, participants work on application exercises to develop mastery of all key concepts.

Instructional Materials

The SMC workshop is designed to support adult learning principles. The program’s instructional materials facilitate participant understanding by using a mix of media to transmit and reinforce key learning points. SPI provides full-color training content in electronic interactive workbooks, for use on participants’ mobile devices or laptop computers, as well as color reference charts, animated presentations, and video content, where appropriate.

Useful Sales Tools and Job Aids

The SMC workshop incorporates the integrated use of SPI-Sales Process Playbooks – an easy-to-use, automated tool that includes a variety of helpful job aids. As participants complete the program, they capture the results of exercises in the SPI-Sales Process Playbooks application. After the workshop, managers can use the application on an ongoing basis for effective use of the methodology with their own sales teams.

The job aids provided in the SMC program toolkit include:

Strategic Value

Sales Management & Coaching provides managers with a repeatable, easy-to-master process for quickly reviewing their team’s sales pipelines and opportunities, provide meaningful and objectively-based coaching, and improving sales team skills. The outcome of this process is complete visibility and accuracy on sales pipeline quality, resulting in much more accurate predictions of future sales. This improvement in forecasting enables executives to make better decisions about the use of company resources, thus reducing costs and improving profitability.

For More Information about this program download our Data Sheet or Contact Us

How You Sell Is the Last Advantage