Sales Management

Description:
The course was designed to cover critical business and professional development topics in the shortest time possible. With a wealth of hands-on exercises, the course keeps you engaged and help you retain critical skills.

Use this course to learn sales management. In this course, you’ll learn to create an effective sales team; promote effective sales performance through training, evaluations, and sales meetings; manage sales territories through strategy and reviews; understand and develop forecasts for sales revenue; and motivate sales teams through compensation and other tactics.

Duration: One day

Table of Contents:

Chapter 1: Effective Sales Teams
Managing Sales
Guidelines for Successful Selling
Selecting Sales Professionals
Interviewing Candidates
Building Relationships
Building Trust in Sales Teams

Chapter 2: Effective Sales Performance
Training Sales Professionals
Effective Training
Sales Performance
Planning for a Performance Evaluation
Conducting Performance Evaluations
Sales Meetings
Setting Goals During Sales Meetings

Chapter 3: Managing Sales Territories
Territory Strategy
Conducting Territory Reviews

Chapter 4: Forecasting Sales Revenue
Understanding Sales Forecasts
Developing Forecasts

Chapter 5: Motivating Sales Teams
Motivating Sales Professionals
Sales Compensation Plan
Benefits of a Sales Compensation Plan
Increasing Motivation Levels
Measuring Motivation Levels
Actions to Increase Motivation Levels
Improving Sales Performance
Following Up on Substandard Performance