This ILT Series course teaches students the fundamentals of sales team management. Students will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Course activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Students will also learn how to motivate sales team members, implement compensation practices to keep top performers, identify and improve substandard performance. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.
Table of Contents
Unit 1: Effective sales teams Topic A: Managing sales Topic B: Selecting sales professionals Topic C: Building relationships Topic D: Building trust in sales teams Unit 2: Effective sales performance Topic A: Training sales professionals Topic B: Sales performance Topic C: Sales meetings Unit 3: Managing sales territories Topic A: A territory strategy Topic B: Conducting territory reviews Unit 4: Forecasting sales revenue Topic A: Understanding sales forecasts Topic B: Developing forecasts Unit 5: Motivating sales teams Topic A: Motivating sales professionals Topic B: Measuring motivation levels Topic C: Improving sales performance
Objectives
Encourage top sales performance by offering appropriate training, setting performance standards, evaluating performance, and conducting effective sales meetings.
Manage sales territories by choosing the best territory strategy and conducting territory reviews.
Predict sales revenue by using different forecasting approaches to create sales forecasts.
Motivate your sales team by creating an effective compensation plan, monitoring motivation levels, and improving substandard sales performance.
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