Training — Sales Management

The Sales Management training course focuses on managing a sales team and the tools every sales manager needs to manage effectively.

Topics covered include:

Selling vs Managing
- Strategy vs tactics
- Coach vs player
- Coordination vs execution
- Team vs self
Establishing Your Foundation
- Difference between goals, strategy and metrics
- Why goals are important
- Revenue goals vs non-revenue goals
- SMART goals and CLEAR goals
- How to develop a sales strategy
- Metrics and why they are important
Creating Your Sales Organization
- Designing your sales organization
- Inside sales, field sales and channel sales
- Customer service and sales enablement
- Marketing and sales operations
Building Your Plans
- Elements of a strategic sales plan
- Setting up sales territories
- Creating territory plans
Recruiting Talent
- Sales leader
- Direct sales reps
- Indirect sales team
Developing Your People
- Importance of training your sales team
  - Areas of training
  - Frequency of training
- Communicating goals and expectations through performance plans
  - Territory plans
  - Development plans
  - Performance improvement plans

Motivation and Recognition
- Difference between extrinsic and intrinsic motivation
- Tools to drive extrinsic motivation
- Drivers of intrinsic motivation
- Importance of recognition
- Recognition as a motivational tool
Driving Specific Performance
- Purpose of a well-designed sales compensation plan
- Characteristics of a well-designed sales compensation plan
- Holding teams accountable to commitments
Working with the Rest of Your Company
- Importance of sales forecasting
- Sales information and other functional business areas
- How other business functions support sales
- Importance of open and clear communications to business success
Leveraging Your Toolkit
- Value of CRM (customer relationship management) system
- How to select a CRM system
- Sales value of
  - Social media
  - Collaboration tools
  - Cloud-based file repositories and application servers
  - Various sales applications
  - Templates
  - Call scripts