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 

Note

This course is also endorsed by the Institute of Sales Management (ISM).