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