Sales Teams Management


The importance of human management in commercial teams is along with coaching of sales the greatest role of a Commercial director. Learning to manage and build a team from the human point of view is the purpose of this course.

It is important that joined to the sales management tools are added effective training tools for effective teams, since in most of the cases, business relationships with customers depend on a team of people with different business responsibilities and where sellers are still independent in remote areas, the team spirit is important for integration and belonging. Analyze the tools to be handled in order to consolidate a team of people is the aim pursued.

We will start by analyzing the actions of vendor selection and integration necessary to attract the best in terms of the role that the company needs to continue with the training activities and motivating them. While selecting and integrating have a greater influence on the uptake and early stages of the life of a person on a team, training and motivation influence their maintenance and long term life on the team.

They delve into the importance of a project of maturity of the people throughout their working life as a process of further commercial development integrated with the company’s business goals.

Finally, once we mature, we will learn how to team up a group; this is another aim of this course. Teamwork has defined keys that do not go just for the organization of individuals of a group, but rather must implement certain key strategies in the operation of the team. Through an experiential methodology (with methodology of out – door training) we learn how to manage sales team, delving into qualities of leadership teams to strengthen what each person needs to become a successful commercial director.


Goals and Student Profile


After completing the course the participant will be able to:

  • Deepen the organization of a sales team, their different types and different form of action.
  • Learn tools for attracting and selecting people for the performance of business responsibilities
  • Study the implementation of integration programmes, training and development of vendors.
  • Analyze the different systems of motivation and remuneration of a sales team.
  • Study the differences between managing a group and lead a team and encourage the development of trust and authority to achieve.
  • Deepen the operational tools needed to develop effective business team.


Student Profile

ENAE Business School is very conscious of the fact that every teaching institution is built by all and must be very careful about participant selection right from the very start by analysing their CV, qualification certificates, admission exam and through a personal interview of the student by the program director. Depending on the program, ENAE Business School carries out tests to evaluate language competence.

Most of our students come from the business world about 80% of ENAE’s students are graduate professionals and executives who wish to update their knowledge and improve their skills. These students come from different academic backgrounds mostly engeneering, business, law, economics, communication and humanities.

We encourage young and talented graduates with entrepreneur spirit to be involved in our programs as a fast track to achieve their goals in the business World.



1.1       Missionof the sales team

1.2       Defining the ideal profile of a seller in terms of their responsibilities

1.3       The personal profile. The qualities and motivations of people to address a risk

1.4       The  selection of vendors

1.5       The integration process of a vendor

1.6       Importance of a planned integration programme.  Integration in sales.


2.1       The evaluation of vendors. Performance assessment tools and sales development.

2.2       The development and formation of a seller. Difference between form and develop

2.3       The continued training programme. Important actions for commercial formation.

2.4       The coaching and training and development methodology.

2.5       The sales manager as a coach

2.6       The motivation for a commercial

2.7       Design a plan of motivation beyond financial remuneration.

2.8       The compensation plan. Fixed remuneration, commission and incentives

2.9       The plan for long term motivation. How to retain a commercial.


1.1       The responsibility of a leader

1.2       Different types of group organizations

1.3       The team within the different types of organization

1.4       The roles of a team

1.5       The roles of a leader

1.6       The development of the authority to lead teams

1.7       The development of trust to form a self – contained team


4.1         The team concept. Importance of heterogeneity

4.2         The team’s strength based on the strengths of each individual

4.3         Managing a team. Team management model

4.4         The overall goal or mission of a team. Importance of a common goal.

4.5         The distribution of functional goals. The importance of respect for the roles assigned

4.6         The delegation. The concept of delegation

4.7         The procedures and strategies of a team performance. Importance of participation.

4.8         The relationships between team members. Promoting associative relations.

Specified time period and Place

Specified time period:  This course has and extension of 20 contact ours at ENAE premises.

Timetable: This course is delivered on Friday from 16:30 h. to 21:30h. and Saturday  from  9:00 h. to 14:00 h.

Place and Address:
Edif. ENAE. Campus Universitario de Espinardo 30100 Espinardo Murcia- Spain



Masters Degree in Sales and Marketing Management, Instituto de Empresa. Master?s Degree in Sales and Marketing Management, Development Systems, Lisbon. Degree in Chemistry, Autonomous University of Madrid.
More details
One of the one hundred businessmen of promising future according to Actualidad Económica in 1992. His broad experience as an International Consultant in Organizational and Business Development includes the management of personnel recruitment and training projects at General Motors, Change Management projects at Chevrolet in South America, recruitment and training projects at Grupo LOreal in Spain, Argentina, Uruguay, Mexico, Chile, Brazil and Venezuela, as well as the Cultural Integration project after the mergers of Pharmacia group. He has also managed several consulting and training projects related to sales, marketing and strategy implementation for companies such as Philip Morris, Banco Santander, Mapfre, Repsol, Lego, Rover, Tetrapak, Cadbury, Pepsi and IBM, among others. He works at present as International Consultant in Organizational and Business Development. At Fase 3 Group he has lead a team who has provided different services for international companies in Europe and America.

Terms of Payment and Financial Help

ENAE Business School offers the possibility of payment in installment during the program.

Admission Process

Final admission decision is reserved to ENAE Business School on the basis of prerequisites established for the course, room availability and specific group profile required.


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