Professional Sales Management

Canadian Professional Sales Association
Training overview
Professional Course
21 hours
From 1,694 CAD
Start dates
1,694 CAD

1,895 CAD
Canadian Professional Sales Association

Course description

Professional Sales Management

The Professional Sales Management course examines the unique challenges faced by sales managers in Canadian organizations. It will build your skills in the three key areas of sales management including leadership, business management, and talent management.

Participants will walk away with a better ability to translate an organization’s vision into a meaningful vision for a sales team and for yourself, and a deeper understanding of how to manage and coach salespeople with varying degrees of motivation, experience, skill, and success. You will learn how to better facilitate the movement and interpretation of information, coaching best practices, tracking of metrics, and forecasting. Participants will engage in three days of interactive classwork, application activities and roleplays.

CPSA classroom courses are offered across Canada. If you're located outside Canada, check out our online courses.

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COVID-19 Update

In light of COVID-19, this provider is now delivering some or all of their courses online. Contact them for more information!

Who should attend?

  • Managers or soon-to-be managers that are looking for strategies, tools, and processes to build and drive a successful sales team and culture
  • New and experienced sales managers or directors, business-owners and entrepreneurs, sales professionals that desire to move into management

Training content

Roles of the Sales Manager

  • Describe how selling and sales management has changed
  • Gain clear expectations of the multiple roles you play as a Professional Sales Manager, from Strategist to Talent Manager


  • Create tailored go-to-market sales strategies for each of your customer segments
  • Shape your sales culture by effectively defining and delivering your vision with a five-step process
  • Successfully guide your team through periods of change or upheaval with specific and proven change management techniques

Managing Sales Performance

  • Define a formal sales process for your team and identify the skills required to be successful every step of the way
  • Predict sales performance with specific budgets for each rep
  • Develop forecast templates that help keep you and your reps on track

Talent Management 

  • Understand the tools that support sales performance management
  • Formalize talent management with a structure process
  • Create a recruitment plan that ensures you’re using every avenue to find the right candidates
  • Develop motivational compensation plans that make financial sense
  • Screen candidates using specific criteria and tools and conduct structured, in-depth interviews that provide deeper insights into each candidate
  • Select the appropriate type of training for your team and take the steps to measure results
  • Use collaborative coaching and individual performance plans to improve the effectiveness of each one of your reps
  • Complete regular performance reviews that provide constructive feedback and support performance plans


New Attendees: $2,194.00 (includes a one-year CPSA Membership)

Members: $1,895.00

Certification / Credits

Upon completion of this 21-hour program, learners will receive a certificate of completion from CPSA. The program is partially aligned to meet the educational requirements for the Certified Sales Leader (CSL) designation offered by the CPSA Institute, which learners can apply for upon completion of the program.

Why choose Canadian Professional Sales Association?

10,000+ salespeople trained

72% of Certified Sales Professionals rank in the top 25% of sales within their organizations

Almost 50% of Certified Sales Professionals earn more after completing the designation program

About Canadian Professional Sales Association

Canadian Professional Sales Association

Canadian Professional Sales Association

For as long as sales has existed in Canada, the Canadian Professional Sales Association (CPSA) has provided sales professionals with ongoing support and resources to accelerate their success and advance the profession. CPSA is funded in part by the Government...

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Canadian Professional Sales Association

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Average rating 5

Based on 2 reviews

A. Charrois
I have attended a lot of sales leadership courses, but this course was fantastic! The facilitator certainly knew the struggles we sometimes face and how to come at them from a different viewpoint. He gave us very real tools to add to our toolbox.
M. Bonneville
This was one of the best courses I have ever taken. It was relevant in every aspect of my day to day job and the examples and activities were based on real scenarios currently applicable. The instructor delivered the material at a good pace with such motivation that it kept me engaged throughout all three days. This course was worth every minute...
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