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Certified Sales Manager
DATE
2022-12-14;
LOCATION
To Be Determined;
Why Attend?
The Certified Sales Manager course provides frontline sales managers with the knowledge, skills, and tools to achieve outstanding results in an increasingly competitive world. The course focuses on improving organization, forecasting skills, and other technical competencies to guide salespeople towards higher performance. Participants will explore the characteristics of exceptional sales managers and get practical ideas on how they can optimize their role as sales managers, whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting.
Course Objectives
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This Course Objective Hasn't Been Provided Yet
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 be a perfect fit for sales professionals new to a managerial role or considering moving to one.
- 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 planning fundamentals
- 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
- Recruitment of salespeople
- 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
- Team development
- 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
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