Sales Management

Course Outline

Duration: 1 Day

Description: This course teaches students the fundamentals of sales team management. Students will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Course activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Students will also learn how to motivate sales team members, implement compensation practices to keep top performers, identify and improve substandard performance. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.

Course Contents:

Unit 1: Effective sales teams

Topic A: Managing sales

Topic B: Selecting sales professionals

Topic C: Building relationships

Topic D: Building trust in sales teams

Unit 2: Effective sales performance

Topic A: Training sales professionals

Topic B: Sales performance

Topic C: Sales meetings

Unit 3: Managing sales territories

Topic A: A territory strategy

Topic B: Conducting territory reviews

Unit 4: Forecasting sales revenue

Topic A: Understanding sales forecasts

Topic B: Developing forecasts

Unit 5: Motivating sales teams

Topic A: Motivating sales professionals

Topic B: Measuring motivation levels

Topic C: Improving sales performance