GOOD REPS DON’T MAKE GOOD MANAGERS, UNLESS YOU TRAIN THEM
Sales leadership requires a different skill set than selling. That’s why many new managers struggle after promotion. Our sales management training is practical and hands-on, tailored to your team’s goals.
Managers learn to coach sales calls, lead effective pipeline and forecast meetings, run impactful 1:1s, and drive consistent performance.
Available as virtual or on-site training for sales managers, customized by role, experience, and industry.
Train your sales managers to:
- Plan their week and lead high-impact meetings
- Coach consistently with clear models and tools
- Run effective pipeline and deal strategy reviews
- Forecast with confidence and accuracy
- Hire, onboard, and ramp reps faster
When sales managers build these skills, teams see:
- More frequent, higher-quality coaching
- Healthier pipelines and faster deal movement
- Higher win rates and quota attainment
- Shorter ramp times and better rep retention
CHOOSE YOUR OWN ADVENTURE
Whether you’re a solo seller, a frontline manager, a fast-growing sales org, or an enablement team building your own program, every Factor 8 solution blends interactive eLearning with live coaching, workshops, and tools so you get training that sticks.
Best for: sellers, managers, or teams with more bandwidth than budget.
- 40+ interactive, role-based eLearning courses for reps and managers
- Scripts, templates, coaching guides, and call recordings built in
- Real-world examples and interactive practice
- New training resources added regularly
Best for: small teams (under 10) needing ongoing skills coaching.
- On-demand courses paired with live group coaching
- Call grading and skill development from Factor 8 experts
- Manager involvement and certification upon completion
Best for: growing sales teams (10+) ready for customized training.
- Fully tailored live workshops and coaching sessions
- Real-time calling and skill application
- “Coach the Coach” manager training
- Ongoing support and performance tracking
Best for: enablement teams building or scaling in-house training.
- Exclusive to Factor 8: soft copies of our instructor-led sales workshops
- Train-the-trainer and manager coaching support
- LMS-ready content you can brand, edit, and deliver as your own
- Long-term license with ongoing updates and partnership support
See Our Training in Action
Take a quick look inside our virtual and in-person workshops. This short highlight reel shows the energy, interaction, and hands-on practice that make Factor 8 training different; from reps building real skills to managers learning how to coach with confidence. It’s a fast way to see what your team will experience.
Want to see our sales manager training curriculum?
EXAMPLE OF WHAT’S COVERED
All of our sales training programs for managers are customized to your team’s needs and experience.
Below is an example of what’s covered during sales manager training.
Level 1 – Sales Manager 101: New Leader Essentials
CONTENT
- Shift from individual contributor to people leader
- Own the calendar: weekly planning and time blocking
- Run 1:1s and team meetings that drive action
- Coaching basics: observe, diagnose, coach, commit
- Intro to pipeline, forecasting, and metrics that matter
OUTCOMES
- Consistent coaching cadence
- Clear priorities and fewer fire drills
- Stronger meetings that move the needle
Level 2 – Sales Manager 201: Advanced Leadership & Revenue Management
CONTENT
- Deal strategy reviews that progress opportunities
- Pipeline hygiene and stage movement
- Forecasting accuracy and call confidence
- Hiring, onboarding, and accelerating ramp
- Performance plans and skill-based development
OUTCOMES
- Faster pipeline velocity
- Tighter forecast accuracy
- Higher team attainment
Level 3 – Coaching Certification: Coach Like a Pro
CONTENT
- Advanced coaching frameworks and call calibration
- Live practice with feedback and manager tools
- Building individualized coaching plans
- Measuring coaching impact on KPIs
OUTCOMES
- Higher coaching quality and consistency
- Visible lift in rep behaviors and results
- A recognized coaching standard across the team
21% increase in recurring revenue per lead after implementing a custom 6-week sales management training program.
WHAT SALES MANAGEMENT CLASS PARTICIPANTS ARE SAYING
Best Sales Manager Training–EVER! They provided the best training I have ever received. It was so beneficial to see how to develop my team and give the most productive and beneficial feedback. I would recommend this company and training to any organization wanting to grow their sales managers and representatives to the next level or two or five.
I participated in the Factor 8 manager training and enjoyed every single minute of the training. The most valuable thing is the balance between e-learning and hands-on execution. Most training gets lost when not applied, but the energy Factor 8 delivers coupled with the active participation of each attendee trying the “COACHN” model instantaneously makes it very sticky.
The sales management courses are extremely interesting and well-timed. The online resources were very relevant to my role and our organization. The in-person training was very well-led and beneficial. I immediately benefited from the training and put into action most of the tips and best practices I learned during the course. I highly recommend it!
“We estimate 250% Return on Investment from the Factor 8 Leadership Program.”
Gail Burton, Human Capital Director
FREQUENTLY ASKED QUESTIONS
What skills do sales managers need most?
Sales managers need to know how to coach, run meetings, hold reps accountable, and drive performance. The most important skills are coaching sales calls, leading pipeline and forecast reviews, running effective 1:1s, and helping reps improve consistently, not just when there is a problem.
How do you train new sales managers?
New sales managers need practical training they can use right away. At Factor 8, new managers learn how to shift from being an individual contributor to a leader, manage their time, run team meetings, coach reps, and lead with confidence. Because good reps do not magically become good managers the second someone hands them a title and a larger calendar.
Why do sales managers need training?
Sales management requires a different skill set than selling. Managers are expected to coach, forecast, hire, lead meetings, and develop people, often with little or no formal leadership training. Without that support, managers spend their days putting out fires instead of helping their teams improve.
How do you know if your sales managers need more training?
If coaching is inconsistent, 1:1s feel reactive, pipeline reviews turn into status updates, or managers are solving every rep problem themselves, it’s probably time for more training. Other signs include inaccurate forecasts, longer ramp times, lower rep retention, and a lot of activity without much improvement.
What’s the best training for frontline sales managers?
The best sales manager training is practical, role-specific, and focused on the real work managers do every day. Look for training that covers coaching, manager cadence, pipeline reviews, forecasting, hiring, onboarding, and performance conversations. Managers do not need more vague leadership theory. They need tools and frameworks they can actually use on Monday morning.
How do you make sales manager training stick?
Manager training sticks when managers practice the skills, use real tools, and get reinforcement over time. Factor 8 combines eLearning, live workshops, coaching tools, manager practice, and follow-up so managers build habits, not just awareness. That is why our managers leave with a coaching cadence, call coaching models, and meeting frameworks they can actually use.
How often should sales managers get training?
Sales managers should get ongoing training throughout the year. New managers need foundational training, while experienced managers need refreshers, advanced coaching skills, and help adapting to new challenges. The best teams treat manager development as ongoing, not as a one-time promotion gift that gets dustier than the treadmill in the guest room.