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Quest Training

Sales Performance Management & KPIs Training Course

Builds sales performance frameworks with relevant KPIs that link team activities and behaviours to measurable commercial outcomes and targeted improvement.

SS · Sales Strategy & Sales Performance ManagementAll Levels#2582ClassroomEnglish , Arabic
Duration
5 Days
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Free substitution at any time · 30+ days' notice: full refund minus 10%. Cancellation policy

Sectors:Sales, Marketing & Customer ExperienceCategories:Sales Strategy & Sales Performance Management

Course Overview

This advanced programme develops the capabilities required to manage sales performance through structured measurement, performance analysis, and targeted improvement. It focuses on connecting sales activities and behaviours with measurable commercial outcomes and organisational objectives. The course examines how to design meaningful sales performance frameworks, select relevant Key Performance Indicators, establish performance standards, analyse sales productivity, and identify the operational and commercial drivers behind performance gaps. Participants will work with practical approaches to analysing revenue performance, conversion, pipeline productivity, sales cycle efficiency, customer acquisition, retention, territory performance, individual productivity, and target achievement. The programme emphasises using KPIs as management tools for decision-making rather than simply reporting numbers. The course also addresses performance reviews, accountability, corrective actions, incentive alignment, dashboards, and continuous improvement, enabling participants to build a more disciplined and data-driven sales performance management process.

Learning Objectives

  • Analyse the principles and components of effective sales performance management.
  • Design sales performance frameworks aligned with commercial and organisational objectives.
  • Select relevant KPIs according to sales roles, business models, and strategic priorities.
  • Establish measurable performance standards and targets for sales teams.
  • Analyse revenue, pipeline, conversion, productivity, and customer performance indicators.
  • Identify the operational and behavioural drivers behind sales performance gaps.
  • Apply structured methods for individual, team, territory, and channel performance analysis.
  • Develop sales performance dashboards that support timely management decisions.
  • Conduct structured performance reviews using objective sales data.
  • Implement corrective actions to address underperformance and improve productivity.
  • Align performance measures with sales incentives, accountability, and development priorities.
  • Establish continuous improvement processes for sustainable sales performance.

Who Should Attend

This programme is designed for Sales Managers, Sales Directors, Sales Leaders, Commercial Managers, Business Development Managers, Sales Operations Managers, Territory Managers, and professionals responsible for monitoring and improving sales performance. It is also suitable for Sales Analysts, Revenue Management professionals, Account Management Leaders, Human Resources professionals involved in sales performance and incentives, and senior executives responsible for commercial performance. The programme is particularly relevant to organisations seeking stronger sales accountability, better performance visibility, improved productivity, and a more consistent approach to measuring and managing commercial results.

Learning Outcomes

  • Build a structured sales performance management framework.
  • Select KPIs that accurately reflect sales objectives and business priorities.
  • Distinguish between activity, efficiency, effectiveness, and outcome indicators.
  • Analyse sales performance across individuals, teams, territories, channels, and products.
  • Diagnose the root causes of performance gaps using quantitative and qualitative evidence.
  • Calculate and interpret key sales performance indicators.
  • Evaluate pipeline coverage, conversion, sales velocity, and cycle efficiency.
  • Measure sales productivity and resource effectiveness.
  • Develop practical sales performance dashboards for management use.
  • Conduct evidence-based performance reviews and establish corrective actions.
  • Connect performance measurement with coaching, incentives, and accountability.
  • Develop a continuous improvement plan based on sales performance trends and business priorities.

Course Outline

Day 1

Sales Performance Management Frameworks

  • Principles of sales performance management
  • Linking sales performance with business strategy
  • Sales objectives, targets, and performance standards
  • Performance management across individuals, teams, and territories
  • Leading and lagging performance indicators
  • Activity, efficiency, effectiveness, and outcome measures
  • Performance accountability and ownership
  • Establishing performance review cycles
  • Common weaknesses in sales performance measurement
  • Practical Application: Design a sales performance framework for a selected organisation
Day 2

Sales KPIs, Metrics & Performance Measurement

  • Principles of effective KPI design
  • Revenue and target achievement metrics
  • Pipeline coverage and opportunity metrics
  • Conversion and win-rate analysis
  • Sales cycle and velocity indicators
  • Customer acquisition and retention metrics
  • Average deal value and revenue productivity
  • Territory, account, product, and channel KPIs
  • KPI relevance, data quality, and measurement frequency
  • Practical Application: Build a balanced sales KPI framework for different sales roles
Day 3

Sales Analytics & Performance Diagnosis

  • Analysing sales performance trends
  • Individual versus team performance
  • Territory and channel performance analysis
  • Identifying performance gaps and anomalies
  • Root-cause analysis of underperformance
  • Productivity and capacity analysis
  • Pipeline-to-revenue performance
  • Forecast accuracy and target attainment
  • Using comparative and trend analysis
  • Practical Application: Analyse a sales performance dataset and identify the main performance drivers and gaps
Day 4

Performance Reviews, Accountability & Improvement

  • Designing effective sales performance reviews
  • Evidence-based performance discussions
  • Setting corrective actions and improvement priorities
  • Coaching based on performance data
  • Managing persistent underperformance
  • High-performer development
  • Accountability structures and follow-up
  • Linking KPIs with incentives and recognition
  • Performance risks and escalation mechanisms
  • Practical Application: Conduct a sales performance review and develop an improvement plan
Day 5

Sales Dashboards, Governance & Continuous Improvement

  • Designing executive sales dashboards
  • KPI visualisation and management reporting
  • Performance thresholds and early-warning indicators
  • Sales performance governance
  • Data quality and reporting consistency
  • Integrating KPIs with planning, forecasting, and pipeline management
  • Performance benchmarking and trend monitoring
  • Continuous improvement cycles
  • Aligning performance measurement with strategic growth
  • Final Workshop: Develop an integrated Sales Performance Management system covering objectives, KPIs, targets, dashboards, performance reviews, corrective actions, accountability, and continuous improvement

Upcoming Dates

Selected date

Riyadh · 30 Aug – 3 Sept 2027 · Classroom

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CityDatesPrice per ParticipantEarly Bird
DammamScheduled
2 – 6 Nov 2026€4,200—
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DohaScheduled
9 – 13 Nov 2026€4,400—
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DubaiScheduled
15 – 19 Nov 2026€4,400—
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GenevaScheduled
23 – 27 Nov 2026€6,300€5,670until 2 Nov
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IstanbulScheduled
30 Nov – 4 Dec 2026€4,700€4,230until 9 Nov
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Kuala LumpurScheduled
30 Nov – 4 Dec 2026€4,400€3,960until 9 Nov
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LisbonScheduled
7 – 11 Dec 2026€5,400€4,860until 16 Nov
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LondonScheduled
14 – 18 Dec 2026€5,600€5,040until 23 Nov
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MadinahScheduled
21 – 25 Dec 2026€4,200€3,780until 30 Nov
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MadridScheduled
28 Dec 2026 – 1 Jan 2027€5,400€4,860until 7 Dec
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MakkahScheduled
4 – 8 Jan 2027€4,200€3,780until 14 Dec
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ManamaScheduled
11 – 15 Jan 2027€4,700€4,230until 21 Dec
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MarbellaScheduled
11 – 15 Jan 2027€5,400€4,860until 21 Dec
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MilanScheduled
18 – 22 Jan 2027€6,000€5,400until 28 Dec
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MunichScheduled
25 – 29 Jan 2027€5,400€4,860until 4 Jan
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MuscatScheduled
1 – 5 Feb 2027€5,300€4,770until 11 Jan
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OnlineScheduled
7 – 11 Feb 2027€1,700€1,530until 18 Jan
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ParisScheduled
15 – 19 Feb 2027€5,700€5,130until 25 Jan
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RabatScheduled
22 – 26 Feb 2027€4,300€3,870until 1 Feb
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RiyadhScheduled
1 – 5 Mar 2027€4,200€3,780until 8 Feb
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RomeScheduled
1 – 5 Mar 2027€5,800€5,220until 8 Feb
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SalalahScheduled
8 – 12 Mar 2027€5,300€4,770until 15 Feb
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Sharm El-SheikhScheduled
15 – 19 Mar 2027€4,300€3,870until 22 Feb
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ViennaScheduled
22 – 26 Mar 2027€5,700€5,130until 1 Mar
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AmmanScheduled
28 Mar – 1 Apr 2027€3,100€2,790until 8 Mar
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AmsterdamScheduled
5 – 9 Apr 2027€5,400€4,860until 15 Mar
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BakuScheduled
12 – 16 Apr 2027€4,800€4,320until 22 Mar
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BarcelonaScheduled
19 – 23 Apr 2027€5,400€4,860until 29 Mar
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CairoScheduled
19 – 23 Apr 2027€3,300€2,970until 29 Mar
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CasablancaScheduled
26 – 30 Apr 2027€4,300€3,870until 5 Apr
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RiyadhScheduled
30 Aug – 3 Sept 2027€4,200€3,780until 9 Aug
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Available in: Istanbul · Dubai · London · Riyadh · Doha · Amsterdam

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