Course Methodology

The course relies on using a variety of case studies and exercises to develop a consistent approach to sales team management. It also includes group presentations and self-assessment tools to create a shared language around critical sales management competencies.

Course Objectives

By the end of the course, participants will be able to:

• Define sales management and its critical functions, and use this knowledge to improve their performance while avoiding the main mistakes made by beginners in the role
• Devise sales strategies, organize sales territories, and use different forecasting models to optimize sales results
• Apply modern core sales management competencies to achieve sales results and business growth 
• Use leadership and team-building abilities to motivate team members, improve sales revenues, and retain salespeople
• Conduct sales performance reviews to evaluate individual performance and contribution to overall sales results 

Target Audience

The course is designed for sales managers and directors who desire to increase their team’s overall performance, productivity, and profitability. It is also directed toward managers who want to increase the value they deliver to their sales reps and organizations. Finally, the course will perfectly fit sales professionals new to a managerial role or considering moving to one. 

Target Competencies

• Sales planning
• Territory and key account management
• Sales performance evaluation
• Sales team organization
• Team building and management
• Forecasting techniques
• Recruiting and training salespeople

Sales Management Definition and Functions

• Sales management defined
• Sales management functions
• The position of personal selling in the marketing mix
• Role and responsibilities of a sales manager
• Top characteristics of a successful sales manager
• Costly mistakes commonly made by sales managers

Sales Planning and Organizing Sales Operations

• Sales planning fundamentals
• Formulating sales strategies
• Sales forecasting techniques
• Organizing the salesforce
• Structuring and deploying the salesforce
• Territory design, allocation, and management
• Key Account Management (KAM) best practices

Sales Management Capstone Competencies

• Recruitment of salespeople
• Recruiting and staffing a salesforce
• Determining the number of salespeople
• Training and coaching the salesforce
• Developing and conducting a sales training program
• The field training process

Team Leadership and Motivation

• Team development
• Team development stages
• Coaching salespeople for peak performance
• Sales coaching definition
• The sales coaching process
• Leadership principles and skills
• Situational leadership
• Motivation guidelines and principles

Sales Performance Management

• Definition and benefits of performance appraisals
• The critical importance of setting standards
• Types of standards: Benchmarks for comparison
• Characteristics of an effective sales appraisal system
• Sales evaluation models