Overview
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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.
Syllabus
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Introduction
- Successful sales team 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 reps
- Measuring sales performance
- Creating the virtual sales task
- Conducting virtual competency programs
- Creating virtual territories
- Continuing your sales management journey
