Overview
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Learn to effectively measure and manage the performance of individual salespeople and entire sales teams.
Syllabus
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Introduction
- Introduction
- What you should know
- Manager responsibility: Coaching and training
- Personal objectives
- Performance appraisals
- Incentive plans, compensation, and contests
- Sales targets
- Expense targets
- Trackable sales metrics: KPIs
- Close/win rates
- Customer relationship management software
- Dashboards
- Customer feedback
- Effective use of promotions with accounts
- Wrap up
