Sales Management Training and Coaching for B2B Leaders

Great sales managers need more than reports, dashboards, and weekly pipeline meetings. They need practical skills for coaching people, reviewing opportunities, improving forecasts, creating accountability, and leading teams through real sales challenges.

Richard Harris provides customized sales management training and coaching for frontline managers, second-level leaders, directors, and revenue teams. Every engagement is built around your sales motion, your managers, and the situations they face every day.

What Can This Do For Sales Managers?

Sales management training gives managers a repeatable way to coach people, inspect opportunities, communicate expectations, and improve team performance without taking over every deal.

Become a More Data-Informed Manager

Learn how to use sales data as a coaching tool, not simply a scorecard. Managers learn which numbers matter, what questions to ask, and how to turn performance trends into productive conversations.

Understand Individual Team Members

Different people need different kinds of coaching. Learn how to recognize individual strengths, motivations, skill gaps, and communication styles without lowering expectations or creating inconsistent standards.

Improve Retention and Engagement

Better management creates more clarity, stronger accountability, and healthier working relationships. Managers learn how to coach performance while helping people feel supported, respected, and responsible for their growth.

Improve Sales Team Performance

Give managers practical tools for one-on-ones, call reviews, pipeline inspections, deal coaching, forecasting, and performance conversations that can be used immediately.

Sales Management Training That Gets Used

Training only matters when managers use it after the session. The goal is not to give managers more theory. The goal is to improve the conversations they have with their teams, the questions they ask, and the way they coach real opportunities.

“Bought in to support the Google Cloud team. In addition to sales training, a cold calling boot camp yielded 13 meetings in under 2 hours on a Friday afternoon.”

Thiago Fantini, Enterprise Cloud Specialist

“We saw immediate and consistent implementation and impact from Richard’s training.”

Greg Holmes, Head of Sales

Clients Who Trust Us

Richard Harris has worked with sales teams and leaders at companies ranging from growing B2B organizations to global brands.

Who Is Sales Management Training For?

This sales management training and coaching is designed for new and experienced B2B sales leaders who are responsible for developing people and improving revenue performance.

It can be customized for:

Frontline sales managers
SDR and BDR managers
Account executive managers
Regional and national sales leaders
Directors and vice presidents of sales
Sales operations and revenue operations leaders
Sales enablement leaders
Customer success managers with coaching responsibilities
Newly promoted managers who need a practical leadership foundation

The training is relevant for technology, SaaS, professional services, financial services, manufacturing, healthcare, and other organizations with complex B2B sales motions.

What Sales Managers Learn

Each engagement is customized, but the training typically covers the following management and coaching skills.

Understand the Role of a Sales Manager

Clarify what managers own, where they should spend their time, and how their role differs from being the most experienced salesperson on the team.

Set Clear Expectations and Accountability

Learn how to establish clear expectations, define ownership, follow up consistently, and address performance issues without creating unnecessary conflict.

Coach with Data

Use activity, conversion, pipeline, and performance data to identify coaching opportunities and ask better questions. The goal is insight and improvement, not management by spreadsheet.

Conduct Better One-on-Ones

Separate career conversations, skill coaching, performance discussions, and deal reviews so each meeting has a clear purpose and produces a useful outcome.

Improve Pipeline and Deal Reviews

Move beyond asking for status updates. Managers learn how to inspect opportunities, identify risk, challenge assumptions, and help sellers determine the next best action.

Improve Sales Forecasting

Help managers recognize evidence, risk, buyer commitment, access to authority, and realistic timelines so forecasts are based on more than seller confidence.

Coach Calls and Conversations

Learn how to review sales calls, provide useful feedback, reinforce effective behaviors, and help sellers improve without rewriting every conversation for them.

Manage Up and Across the Organization

Give leaders the information they need while protecting the team from unnecessary noise. Managers learn how to communicate risk, performance, priorities, and resource needs more effectively.

Build Better Onboarding and Reinforcement

Create practical onboarding and reinforcement plans that help new and existing sellers build skills over time instead of relying on a single training event.

Coach Instead of Taking Over

Strong managers know when to ask questions, when to provide direction, and when to let the seller own the decision. This helps develop stronger judgment and more independent sellers.

How Sales Management Training and Coaching Works

Richard Harris handles the planning, customization, training, and reinforcement sessions. You work directly with Richard from the first conversation through the final session.

Training can be delivered onsite or virtually. The format can include workshops, manager coaching, call reviews, deal reviews, role practice, and reinforcement sessions.

Before the engagement begins, Richard works with your leadership team to understand your sales motion, management challenges, team structure, performance expectations, and current processes. The sessions are then customized around the situations your managers actually face.

Frequently Asked Questions

What is sales management training?

Sales management training helps managers improve how they coach people, lead meetings, inspect opportunities, review calls, manage performance, forecast revenue, and develop their teams. Effective training gives managers practical tools they can use during real management and sales conversations.

Who is this sales management training designed for?

The training is designed for frontline sales managers, SDR and BDR managers, account executive managers, directors, vice presidents, revenue leaders, sales enablement leaders, and newly promoted managers. It can also support customer success leaders who have coaching and performance responsibilities.

Who conducts the training?

Richard Harris handles all planning, customization, training, coaching, and reinforcement sessions. You work directly with Richard throughout the engagement.

Is the training customized?

Yes. The sessions are customized around your sales motion, products or services, buyers, team structure, management challenges, and real opportunities. The goal is to make the training relevant to the situations your managers face every day.

What is the difference between sales management training and sales coaching?

Sales management training teaches managers the frameworks, skills, and processes they need to lead effectively. Sales coaching applies those skills to actual people, calls, opportunities, and performance challenges. Most engagements combine both so managers understand the approach and practice using it.

Is the training available onsite or virtually?

Yes. Sales management training and coaching can be delivered onsite or virtually. The right format depends on the number of managers, the topics being covered, and the level of practice and reinforcement needed.

How long is the training?

The format depends on your goals. An engagement may include a focused half-day workshop, multiple training sessions, manager coaching, or an ongoing reinforcement program. Richard will recommend a structure based on your team and the outcomes you want to achieve.

Does the program include reinforcement?

Yes. Reinforcement can include manager coaching, role practice, call reviews, deal reviews, follow-up sessions, and practical assignments. Reinforcement helps managers apply the skills after the initial workshop and develop more consistent management habits.

What outcomes should we expect?

Outcomes depend on the team and engagement, but the training is designed to improve coaching quality, one-on-ones, pipeline reviews, deal inspection, call feedback, forecasting, accountability, and overall sales management consistency.

About Richard Harris

Sales Management Training Led by Richard Harris

Richard Harris is the founder of The Harris Consulting Group and the creator of N.E.A.T. Selling™. He has trained and advised sales teams at companies including Google Cloud, Zoom, Salesforce, Salesloft, Pandora, Visa, and many growing B2B organizations.

Richard brings practical sales and management experience into every session. His approach is direct, human, and built around the conversations managers and sellers have every day.

Build Stronger Sales Managers and Better Sales Teams

Let’s talk about your managers, your sales motion, and the leadership skills that will make the biggest difference for your team.

Meet CoachRichardGPT, your 24/7 Sales Trainer and Coach

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