This introductory course is designed for the following potential delegates:

  • High performance representatives that are being considered for Sales Management roles as part of their career development
  • Relatively new Sales Managers with up to 3 years in the role
  • Other personnel who would benefit from a deeper insight into the critical Sales Management function


At the end of this course you will:

  • Learn about the key skills and competencies required for successful Sales Management
  • Understand your own motivation as a Sales Manager
  • Learn how to manage yourself as a Sales Manager
  • Gather tips to rapidly build credibility and engagement with the team you inherit
  • Gain insights into how to recruit, develop, motivate and retain a high performance team
  • Understand the needs of marketing and brand teams, how to work with them and ensure aligned expectations
  • Establish effective meeting procedures and planning disciplines that drive results
  • Understand the specific and informal agendas in your organisation and work with these to drive great team results
  • Know exactly where you are up to all of the time
  • Come away with a personal action plan for review with their manager/sponsor organisation


The program combines both theory & practice into a two day course:


Session One: The Right Stuff

  • The role of Sales Manager and the required skills and competencies
  • Your motivation in choosing to lead
  • Managing yourself

Session Two: Building the Team

  • Managing the team you inherit
  • Recruiting star performers
  • Coaching and performance management
  • Giving (and receiving) feedback

Course Dinner with a Pharma Industry Senior Executive Guest Speaker


Session Three: Don't Plan to Fail

  • The Sales Manager, marketing and brand strategy: delivering the goods
  • Making sense of the numbers
  • Planning and setting team direction
  • Meetings that motivate and produce results

Session Four: Managing in the Organisation

  • Building networks within the organisation
  • Reading the culture...understanding what counts
  • Managing up to win attention and resources

Session Five: Monitoring Performance...Yours and the Team

  • Understanding your current reality
  • Prioritising what really counts

Session Six: A Personal Action Plan

  • Workshop to pull it all together
  • Summary, feedback and closing remarks


Below is a non-exhaustive list of healthcare executives who participated in this training course:

Territory Manager --- Abbott

Senior Product Manager --- Abbott

Regional Sales Manager --- Allergan

Regional Sales Manager --- Amgen

National Sales Manager --- Bristol-Myers Squibb

National Sales Manager --- Ferring

National Sales Manager --- GlaxoSmithKline

Product Specialist Representative --- Hospira

Senior Medical Representative --- Invida

Product Specialist --- Norgine

Regional Sales Manager --- Novartis

District Sales Manager --- Pfizer

Regional Sales Manager --- Pfizer

Sales Manager --- Roche

Executive Sales Representative --- Roche

State Sales Manager --- Roche

L&D Manager --- Sanofi

Executive Hospital Representative --- Shire


"…would recommend to colleagues, especially brand new managers. This would have been fantastic when I first started in the management role" - District Sales Manager, Pfizer
"Excellent content and presenters. I like the fact that presenters have extensive experience. Also highly ethical and credible." - Territory Manager, Abbott
"Good, realistic, balanced overview of the role. Lots of practical information with practical actions taken back to my role" - Senior Sales Representative, Invida
"Very useful regardless of where you are in management role" - District Sales Manager, Pfizer
"Yes, would recommend to colleagues!" - L&D Manager, Sanofi
"...good introduction to sales management, especially when there is no [company] formal training" - Product Specialist Representative
"…absolutely would recommend to colleagues. It would have been great learning for me to have been able to attend this before I came into management - especially to avoid some of the pitfalls …" - Regional Sales Manager, Amgen

Course feedback shows that 100% of the registrants rate the course “Excellent‟/‟Good‟ and able to apply what they have learnt to their current role.


Dates: TBC
Venue: The Westin or Sheraton on the Park, Sydney NSW
Note - venue to be confirmed and registrants advised closer to the event date (usually 2-4 weeks prior)

Please note: If necessary, the APMRG may modify the program, venue/date.
To obtain the course brochure (pdf) or further course details please contact us.


Earlybird (until TBC) - Standard pricing: $4,474 + GST. APMRG Member discount pricing: $3,974 + GST.
After earlybird (after TBC) - Standard pricing: $4,974 + GST. APMRG Member discount pricing: $4,474 + GST.
Includes all meals and course dinner. Accomodation or travel costs are not included. Credit card fees & charges apply.


Please click the button below to register for TBA 2017.