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Certified Sales Manager

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.

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 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
  • Build and manage a competent team of salespeople capable of delivering effective and sustainable results
  • 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 be a perfect fit for 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

Outline

  • 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 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
  • 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
  • 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

To register for this course please write to us on info@basatraining.com

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Includes

Full lifetime access
Access on mobile and TV

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