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Get the skills you need to become an outstanding sales manager. Learn how to recruit, select, retain, and manage salespeople and meet your organization's sales revenue goals.
When sales forces are managed well, companies drive more revenue. In this course, marketing professor Drew Boyd explains what sales management is, why it is important, and how you can get the skills you need to become an outstanding sales manager and recruit, train, retain, and manage a high-performing sales team. He reveals how to motivate individual salespeople and teams with compensation and quotas. Last, he provides an overview of creating and managing sales territories, including sales forecasting and evaluation of territories' performance.
Overview
Syllabus
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Introduction
- The foundations of sales management
- What is sales management
- Defining the sales task
- Recruiting salespeople
- Conducting sales training
- Motivating salespeople
- Defining a sales force structure
- Forecasting sales performance
- Creating sales territories
- Setting sales quotas
- Understanding sales compensation
- Designing sales compensation programs
- Communicating sales compensation
- Managing underperforming representatives
- Measuring sales performance
- Managing your career
