Location: Warsaw
Group start: November 2026
Available spots: 5 / 25

Turn Your Sales Team
into a Strong Competitive Advantage

The only program in Poland aimed at front-line sales managers—a key yet underappreciated link in the sales chain.

Radoslaw Adamczyk Pawel Węcłowski Kamil Traczyk
40,000 ICAN Institute graduates See reviews
Reserve a spot Download the brochure
Money-Back Guarantee After the First Session
Rating
4.9/5program rating
Sessions
5two-day sessions
Modules
10thematic modules
Experience
30 yearsWe’ve been training business leaders

They trusted us

Medicover Salesforce Raben Provident Żywiec KIR CIMA PGF Imperial Tobacco Euroterm Aplitt Edubroker
Problem

The Main Barrier to Sales: Underestimating the Role of Managers

It's great to hire good salespeople, but it's even better to have great sales managers. When a company has a poor salesperson, it loses sales opportunities with the customers assigned to that person. When it has poor sales managers, those losses are multiplied.

Paradoxically, line managers—who are most often promoted from top-performing sales roles—usually receive no support after their promotion. They become “super salespeople” who, instead of developing, supporting, holding accountable, and motivating their team, continue to sell on their own. They expect others to copy their sales approach.

A good line manager is worth ten salespeople! Sales managers are a potential source of competitive advantage.
Neil Rackham Neil Rackhamworld-renowned sales expert, University of Cincinnati
Solution

Discover the ICAN Sales Management Program™

The program develops the competencies of front-line sales managers: team recruitment and development, motivation and coaching, goal achievement, and sales funnel management. Participants receive methods and tools they can apply immediately after the session.

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Credibility Backed by the Numbers

40,000+
trained managers
4.9/5
program evaluation
30
years of experience at ICAN
A Manager's Self-Assessment

How effective of a sales manager are you?

Answer 10 questions and find out where you stand today: Are you truly managing a team, or are you still acting like a “super salesperson”?

10 questions · about 2 minutes · results with interpretation immediately

How the program helps

5 Mistakes in Sales Team Management. The program eliminates each one of them

See which sales manager behaviors undermine results and how the ICAN Sales Management Program™ helps replace them with best practices.

  1. Mistake 1: Spending too much time on low-value tasks because they’re urgent or fall within one’s comfort zone.

    Solution: The program teaches participants how to analyze their own time allocation and delegate tasks using a workload and impact matrix.

    Session 1

  2. Mistake 2: Manages by merely setting goals and demanding better results, without providing guidance on how to achieve them.

    Solution: Our experts teach the ACR model and the SMART formula so that every sales representative knows which actions lead to results.

    Session 2

  3. Mistake 3: Failing to ensure alignment between salespeople’s activities and the company’s strategic goals, which causes the team to focus on the wrong things.

    Solution: The program demonstrates how to use a cascade of objectives in the ACR model to translate the company's strategy into the day-to-day tasks of salespeople.

    Session 2

  4. Mistake 4: Hiring the wrong people and neglecting the “high-flyers”—that is, spending a lot of time on weaker salespeople while ignoring the best ones.

    Solution: The program teaches modern recruitment and onboarding strategies and shows you which salespeople to coach in order to retain the best ones.

    Session 3 and Session 4

  5. Mistake 5: Failing to develop business acumen or digital skills within the team, which results in decisions being based solely on intuition.

    Solution: The program teaches strategic thinking, how to read financial statements, and how to use new technologies.

    Session 5

Do you recognize any of these mistakes in your team?

Now is the best time to change that.

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Program Outcomes

What are the benefits of participating in the program?

You'll gain unique expertise in areas such as recruitment, coaching, and goal setting and achievement. In short: we show you solutions that work right here and now.

  • You'll build a top-notch team

    You'll recruit, onboard, and retain the best salespeople in the company. You'll shorten the onboarding time and identify the most promising candidates faster than the competition.

  • You'll skillfully coach salespeople

    You'll learn the secrets to effectively motivating salespeople. You'll genuinely engage your team in their work and begin to exceed your goals.

  • You'll translate your goals into actions

    With the ACR model, you can break down your company’s goals into specific activities for your salespeople. Everyone on the team will know what to do to achieve results.

  • You'll manage your sales funnel more effectively

    You'll learn how to evaluate opportunities, monitor predictive indicators, and make more accurate forecasts. You'll improve your results and shorten the sales cycle.

  • You'll free up time for management

    You'll stop being a "super salesperson" and start delegating tasks effectively. You'll direct your team's time and efforts toward areas where they have the greatest impact on sales.

  • You'll think like a business leader

    You'll understand your company's and your client's strategy and finances, and you'll base your decisions on data. You'll talk to management and clients as an equal partner.

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Money-Back Guarantee After the First Session
Methodology and Tools

How We Work: 80% Practice, 20% Theory

Participants practice with real-life sales scenarios, learn about their management style, and have access to a knowledge portal with additional materials. Three elements that, together, bring about real change:

Workshop

You learn from real-life sales situations—not in a lecture.

  • The "Finance-4-Business" Business Simulation Game
  • Coaching Simulation in Small Groups
  • Exercises Using Examples from Your Company
+

Diagnostics

Get to know yourself as a manager before you start making changes to your team.

  • EMA™ – The Manager's Role in the Context of Company Culture
  • PCS™ – Your Dominant Communication Style
  • "Digital Sales Leader" Audit
+

Knowledge Portal

Support that stays with you for a whole year after the program ends.

  • ICAN Personal Learning Cloud™
  • 50+ online training courses with a certificate
  • Resources from “MIT Sloan Management Review Polska”
Synergy effect

The program combines practical experience, assessment, and ongoing access to knowledge, enabling managers to lead their teams with insight and effectiveness, while sales grow alongside their competencies.

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Money-Back Guarantee After the First Session
Content

5 two-day sessions, 10 thematic modules

The most comprehensive next-generation development program for line sales managers. The program consists of five two-day sessions (Friday–Saturday) spread out over the course of the year. We begin the program with a needs and competency assessment using the ICAN Effective Manager Assessment™.

Structure of the ICAN Sales Management Program™
Content
  • Changes in Competitive Strategies and Sales Methods and the Role of the Line Sales Manager
  • The Role of a Line Manager in Implementing Company Strategy: Managing People, Customers, and the Business
  • The Most Common Mistakes, Contradictions, and Paradoxes of the Sales Manager's Role, and How to Avoid Them
  • Time Management as a Key Factor for Success; The Profile of the Ideal Sales Manager
  • The Sales Manager as a Leader, Agent of Change, and Promoter of Innovation
  • Emotional Intelligence, Trust, and Whole Brain Communication in Team Relationships
Exercises
  • Analysis of the Delegation Curve Using a Personal Example (Labor Intensity and Impact Matrix)
  • Analysis and Plan for Improving My Own Time Management
  • Sales Manager Competency Development Plan
  • “Develop Your Leadership Skills”
  • E-learning: “Leadership: How to Become a Leader” and “How to Become a Manager”
Content
  • Sales planning areas: team size, role allocation, budget, customer segmentation
  • The ACR Model (Activities, Goals, Results) as a Tool for Aligning Company Strategy with Team Work
  • SMART Goals for Salespeople and Assessing Their Appropriateness
  • The sales process and oversight of territories, opportunities, and customers
  • Sales Forecasting and Performance Monitoring: Historical and Predictive Metrics
  • Sales Funnel Management and Lead Qualification
Exercises
  • Building a Cascade of Sales Goals
  • Determining the Optimal Set of Metrics
  • E-learning: “Goal Setting” and “Performance Management”
Content
  • Building an A-Team: Size, Structure, Role Allocation, and Rotation Management
  • The Modern Recruitment Process and the Role of the Manager: From Candidate Profile to Selection and Hiring
  • Onboarding: Common Mistakes, the Manager's Role, and Shortening the Onboarding Process for New Sales Reps
  • New Skills for Salespeople: Consultative Selling Based on Insight into the Customer's Business
  • From Team Performance Assessment to Personalized Development Plans
  • A Manager's Personal Development and the Effective Use of Sales Representatives' Time
Exercises
  • Analysis of Trader Turnover in Your Company
  • Innate vs. Learned Traits of the Ideal Candidate
  • Exploring Opportunities to Increase Active Selling Time
  • E-learning: “Mastering Recruitment: From Strategy to Selection” and “Employee Development”
Content
  • Goals and plans as a source of energy for the team; debriefings and identifying the reasons for failure to achieve goals
  • Motivators and demotivators, assessing team engagement, and preventing burnout
  • Motivating the team and individual salespeople; compensation and incentive plans
  • The Manager as Coach: The Unique Nature of Sales Coaching and Its Role in Achieving Goals
  • Strategic and Skills-Based Coaching: Who to Coach and in What Areas
  • Developing Your Own Coaching Skills and Common Mistakes in Coaching
Exercises
  • "First of all: stop demotivating people"
  • Tools for Self-Assessment of a Manager's Coaching Skills
  • Simulation: Sales Coaching in Small Groups
  • E-learning: “Motivating Employees” and “Managerial Coaching”
Content
  • Company Value vs. Customer Value; The Sales Manager as a Co-Creator of Value
  • The Basics of Strategic Thinking: Strategy, Business Model, Positioning, and Barriers to Entry for Competitors
  • Fundamentals of Financial Analysis: Profitability vs. Liquidity, Ratios, and Financial Statements
  • Key Technologies (Not Just AI) and Changes in the Purchasing Processes of B2B and B2C Customers
  • Digital Transformation in Sales as a Continuous Process; The Role of the Algorithmic Leader
  • Digital Intelligence and Competencies: Understanding Data, Digital Mindset, and Culture
Exercises
  • Business Simulation: “Finance-4-Business”—How Management Decisions Affect Financial Results
  • Audit: “Is Your Sales Organization Ready for Continuous Digital Transformation?”
  • Audit: “Digital Sales Leader: Assess Your Skills and Create Your Personal Development Path”
  • E-learning: “Strategic Thinking” and “Understanding Financial Statements”
ICAN Digital Learning Cloud

Between sessions, you’ll have access to the ICAN Digital Learning Cloud: exclusive resources from *MIT Sloan Management Review Polska* and ICAN, one year of access to ICAN Online Learning®, and individual consultations with an ICAN Institute expert.

Reserve a seat
Money-Back Guarantee After the First Session
Learn more

Everything you need to know —in one brochure

Download the ICAN Sales Management Program™ brochure for free and learn more.

  • The 4 Roles of a Line Manager in Sales (CSO Insights)
  • 9 Mistakes That Cause Poor Managers to Lose Sales and Profits
  • A Typical, Ideal, and “Wasteful” Funnel—A Comparison of Shapes
  • Complete training agenda with a list of exercises, price, and schedule
Download the brochure
For whom

Who will benefit the most from participating?

The ICAN Sales Management Program™ is designed for managers who oversee salespeople and are responsible for their performance.

Sales Line Managers

People who work directly with salespeople and have a key influence on their performance.

57.5% of participants in previous editions

Sales Directors

Leaders who manage both the sales process and the sales team in a comprehensive manner on a daily basis.

15% of participants from previous editions

Salespeople Being Prepared for Promotion

Salespeople who are set to become team managers and need support in their new role.

27.5% of participants in previous editions

This program is for you if:

  • You manage salespeople and are responsible for the team's performance
  • Do you feel like you're still just selling on behalf of the team instead of managing it?
  • Do you want to make more accurate forecasts and better manage your sales funnel?
  • Are you looking for ways to retain your best salespeople?
  • You're preparing for a promotion to team manager

This program isn't for you if:

  • You do not manage a team of salespeople or oversee their day-to-day work
  • You want to improve your results, but without changing your habits
  • You're counting on a one-time burst of inspiration, not a change in habits
  • You don't plan to implement new methods in your team
  • Do you think it's enough to set goals and ask, "How's it going?"

Join the program now!

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Money-Back Guarantee After the First Session
Experts

Workshop leaders: practitioners and experts

Paula Sobieszek

Paula Sobieszek

An expert in strategy, business development, and digital transformation in local and international markets

She has held key roles at global organizations such as Publicis Groupe and Mindshare GroupM. As Director of Business Development at Publicis Groupe for the CEE region, she was responsible for the growth strategies of the entire holding company across 20 markets in Central and Eastern Europe. As a Salesforce Champion, she managed the implementation of the CRM solution in dozens of companies across the region.

Marcin Słomski, FCCA

Marcin Słomski, FCCA

Expert in Business Valuation and Finance Optimization

He has extensive experience in corporate finance projects and M&A transactions. He has participated in over 80 projects involving acquisitions, divestitures, and mergers, as well as fundraising and joint ventures, in the roles of advisor (CET – Clairfield International), CFO, and head of controlling. He holds the ACCA international certification and has studied at INSEAD, IE Business School, and Northwestern’s Kellogg School of Management.

Dr. Katarzyna Nizińska

Dr. Katarzyna Nizińska

Business trainer, lecturer, executive and leadership coach

She specializes in team development and HR. She has 20 years of experience in people development, working with executives at major global and Polish companies as well as business owners. She develops talent, conscious leadership attitudes, and key leadership competencies to achieve business goals.

Marek Gliwny

Marek Gliwny

Expert and lecturer at the ICAN Institute, management practitioner, psychologist, and manager

Certified Professional Business Coach with an MBA from the University of Southern California and Manchester Metropolitan University. He specializes in active sales and customer service, team building, motivation, values-based management, and mentoring. Since 2013, he has been collaborating with the ICAN Institute on sales management training. He has over a decade of sales and management experience gained, among others, at the largest banks in Poland.

Piotr Stohnij

Piotr Stohnij

Expert in new marketing and generational shifts in business

He conducts research, provides consulting, and offers training on new marketing and generational shifts in business. He has completed numerous strategic projects for companies across more than a dozen industries and has led thousands of hours of workshops for top-level executives. He was the editor of the online edition of “Harvard Business Review Polska” and the president of HR Generation Next. He is the author of “The End of the Alphabet,” the first Polish book on generational change in business.

Dominik Skowronski

Dominik Skowronski

An Expert in Building Businesses in the Age of Collaboration with Artificial Intelligence

Member of the Center for Research on Artificial Intelligence and Cybercommunication, TEDx speaker, consultant, trainer, and entrepreneur. He delivers lectures, training sessions, and workshops on the practical use of artificial intelligence tools in business and education. He has developed a proprietary method for building competencies in the use of genAI tools in education. He lectures at the University of Łódź and RheinMain University in Wiesbaden.

Community of graduates

A prestigious certificate that confirms readiness for the role

40,000 graduates of ICAN Institute programs

Graduates of the ICAN Sales Management Program™ with certificates
Graduate 2
Graduate 3
Graduate 4
Graduate 5
Graduate 6
Graduate 7
Medicover Salesforce Raben Provident Żywiec KIR CIMA Aplitt Euroterm PGF Imperial Tobacco and much more
ICAN Sales Management Program™ Certificate
Certificate of Completion

Each participant receives a certificate of completion for the ICAN Sales Management Program™

80% of graduates post their certificate on their profile
Participant Feedback

Guaranteed benefits and concrete results: that’s what participants from previous editions say

Will you join our satisfied graduates?

“The program develops both hard sales management skills and soft skills—the ‘second lung’ that must function properly in a leader if they are to effectively lead a sales team.”

Marcin Sokołowski Agency Director, Allianz Polska in Lublin

“The program’s tools helped me expand the company’s export business—we established contact with a client and gained a good understanding of their needs, even though we didn’t yet have sales representatives in some countries.”

Cezary Płachecki CEO, RABCO

“Participating in the program helped our company’s managers plan, set, and achieve their goals.”

Sławomir Garwacki Managing Director, Wagon Service Ostróda

“What initially seemed impossible quickly became a reality—all thanks to the knowledge and tools I gained during the program.”

Radosław Adamczyk Sales Director, Nowa Era

“It was very valuable to me to have the opportunity to work alongside sales managers from other industries, discuss best practices, and gain some perspective on my own approach to sales.”

Kamil Traczyk Chief Commercial Officer, Vice President, Impel SA

“We’ve shortened the onboarding process for new salespeople from 12 to 6 months. New salespeople begin to achieve results comparable to those of long-tenured employees as early as their first year on the job.”

Paweł Węcłowski Sales Director, Volvo Trucks Poland
4.9/5
average rating of the program
40,000+
graduates of our training programs
30 years
ICAN Institute's experience
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Money-Back Guarantee After the First Session
Benefit Guarantee

We take full responsibility for your results. 100% satisfaction guarantee.

We are completely confident in the effectiveness of our tools. That's why we take on all the financial risk—you can test the program before making your final decision.

1

Try it risk-free

Take part in the first session (2 days of classes) and see if the program is right for you.

2

See how we perform in practice

If you decide that this knowledge will not lead to an increase in your company's efficiency— you may withdraw without giving a reason.

3

You get 100% of your investment back

We'll refund your entire payment. No hidden catches or complicated procedures.

We're the only ones in Poland to offer you this guarantee. You won't make your final decision until you've seen the program from the inside.

Dr. Witold Jankowski
We offer this guarantee because, after 30 years and 40,000 graduates, we know that no one wants to drop out.
Dr. Witold Jankowski
CEO of ICAN Institute
Signed by Dr. Witold Jankowski

Since you have nothing to lose— what's stopping you?

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Money-Back Guarantee After the First Session
Registration

Reserve your spot today!

Join the ranks of leaders

Pre-sale: 10% off through November 15, 2026

Training Cost2026 Edition
Regular price: 13,999.00 PLN 13,999.00 PLNPre-order price: 12 ,599.10 PLN net + 23% VAT

17,218.77 PLN gross15,496.89 PLN gross

You save 1,399.90 PLN (net)

Format
Stationary
Duration
10 training days

The ICAN Guarantee. Zero risk—get a refund after the first session if the program doesn't meet your expectations. No questions asked.

Sign up and choose a date

or call: 22 250 11 44

What's included in the price?

  • 5 two-day workshop sessions in Warsaw
  • EMA™ and PCS™ Diagnostics with a Personalized Report
  • ICAN Digital Learning Cloud: Online access to the resources of “MIT Sloan Management Review Polska” and the “ICAN Management Review” archive
  • A premium library with multimedia resources and the myICAN smart assistant
  • One-year access to all ICAN Online Learning® courses
  • One-on-one consultations with an expert and a certificate

Magdalena Witek

Magdalena Witek

Sales Director · ICAN Institute
+48 795 576 576 · m.witek@ican.pl
FAQ

Frequently Asked Questions and Answers.

Do you have any other questions? Our expert will answer all your questions before you decide to participate in the program.

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For line sales managers, sales directors at smaller companies, and sales representatives preparing for a promotion to team manager. There are no formal prerequisites. What matters is working with a sales team or preparing to do so.

5 two-day sessions (Friday–Saturday), spread out over the course of the year, held in the classrooms of the ICAN Institute in Warsaw. The sessions take the form of interactive workshops featuring exercises, simulations, and a business game.

Based on the ICAN Effective Manager Assessment™ analysis of needs and competencies. The report helps identify development priorities and serves as the foundation for customizing the knowledge portal.

Yes. Upon completing the program, you will receive a certificate of competence that is recognized in the business world. About 80% of ICAN graduates post their certificates on LinkedIn.

13,999.00 PLN + 23% VAT. Payment can be made in installments, in which case the cost increases by 5%. The price does not include lodging or transportation.

If, after the first session, you decide that the program does not meet your needs, you will receive a full refund of the training costs.

SMP (General Level) is designed for managers who work directly with salespeople. Strategic Sales Leadership™ (Advanced Level) is designed for sales directors to whom line managers report, as well as for board members responsible for sales.

Through the website smp.ican.pl/zarezerwuj-miejsce, by phone at 22 250 11 44, or by email at smp@ican.pl. You will need to provide the company’s information (name, billing address, tax ID number, phone number) and the participant’s information (first name, last name, phone number, email address). Acceptance is contingent upon submitting an order and its approval by ICAN in accordance with the terms and conditions.

Yes. For groups of more than 25 participants, we offer an in-company version tailored to your company’s specific needs, culture, and goals. Contact: corporate@ican.pl.