Professional Sales Manager Training

Course Info

Length: 1 Week

Type: Online

Available Dates

Fees

  • Nov-04-2024

    1,525

  • Dec-02-2024

    1,525

  • Jan-20-2025

    1,525

  • Feb-17-2025

    1,525

  • Mar-17-2025

    1,525

  • Apr-21-2025

    1,525

  • May-19-2025

    1,525

  • June-16-2025

    1,525

  • July-21-2025

    1,525

  • Aug-18-2025

    1,525

  • Sep-15-2025

    1,525

  • Oct-20-2025

    1,525

  • Nov-17-2025

    1,525

  • Dec-15-2025

    1,525

Course Details

Course Outline

5 days course

Sales Management and the Marketing Mix

 

  • Common Characteristics of the Sales Force.
  • The Sales Competency Model.
  • The Primary Responsibilities and Roles of the Sales Manager.
  • The Sales Management Functions.
  • Major Mistakes Sales Managers Make.
Planning, Strategy and Organization

 

  • Structuring and Deploying the Sales Force.
  • Establishing Sales Strategies.
  • Sales Planning Basics.
  • Sales Forecasting Guiding Principles.
  • Sales Forecasting Techniques.
  • Territory Design, Allocation and Management.
Sales Process Management
 
  • Comprehending the Psychology of the Buyer.
  • Characteristics of Successful Sales People.
  • Identifying the components of the Sales Process.
  • Mastering the Sales Process Milestones.

 

Sales Management Capstone Competencies
 
  • Recruiting Sales People (Process and Interview).
  • Identifying Key Responsibilities.
  • Pinpointing Critical Tasks.
  • Training Sales People for Results.
  • The Field Training Process.
Team Leadership and Motivation
 
  • Team Inventory and Assessment.
  • Identifying Team Roles, Strengths and Weaknesses.
  • Coaching Sales People for Peak Performance.
  • Leadership Principles and Skills.
  • Motivation: Guidelines and Roadmaps.
  • Incentive Compensation Design.
Sales Performance Management
 
  • The Critical Importance of Setting Standards.
  • Types of Standards.
  • Sales Force Analytics and Reporting.
  • Aligning Metrics with Sales Performance.
  • Sales Evaluation Methods.
  • Confronting Incompetence.

Course Video