Sales Management for New Managers: Coaching and Targets

This course contains the use of artificial intelligence.

Yesterday, you were responsible for your own sales number. Today, you are responsible for a team—and repeating your best sales advice does not automatically make you an effective manager. Your people need direction, useful coaching and realistic decisions about where their time goes.

Sales Management for New Managers: Coaching and Targets helps you move from knowing the terminology to making a better decision in a specific business situation. Build a practical approach to targets, capacity, leading indicators, coaching and accountability. You will inspect what a performance signal actually means, decide what to observe next, and practise coaching the behaviour that needs attention instead of managing through pressure alone.

I’m Dr. Law Payne. My background includes a Doctor of Business Administration specializing in Organizational Leadership and Development, alongside a bachelor’s degree in Business Administration and Marketing. I bring that business and leadership perspective into the practical choices we examine together.

I created this course for new sales managers, first-time team leaders, founders and experienced salespeople moving into responsibility for others. You can work with the fictional cases provided and then adapt the tools to a situation from your own work.

Across ten teaching lectures in two sections, you will diagnose the decision, inspect the evidence, compare possible responses and practise an integrated application. The cases are designed to make you think: what do we know, what are we assuming, and what would justify the next step?

I personally designed the downloadable practice materials to help you put the teaching to work. Your tools include Sales Target and Coaching Diagnosis, Sales Coaching Capacity Planner, Sales Coaching Indicator Definition Card. Open the relevant lesson’s Resources area, complete your own attempt, and use the worked examples to compare your reasoning. The exercises help you identify missing information, explain your choices and turn the lesson into a usable work product.

Bring a willingness to examine your assumptions. You do not need a specialist qualification, expensive software or a perfect real-world case. Pause when prompted, make the decision yourself and revisit your answer as new information appears.

If you want a practical way to approach this subject with more clarity and professional judgment, join me. Let us build a result you can use and explain.