Sales Management Foundations

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.

Introduction

• Successful sales team management

1. Understanding Sales Management

• What is sales management?
• Defining the sales task

2. Acquiring Sales Talent

• Recruiting salespeople
• Conducting sales training
• Motivating salespeople

3. Creating a Sales Structure

• Defining a sales force structure
• Forecasting sales performance
• Creating sales territories
• Setting sales quotas

4. Managing Sales Teams

• Understanding sales compensation
• Designing sales compensation programs
• Communicating sales compensation
• Managing underperforming reps
• Measuring sales performance

5. Managing Sales Virtually

• Creating the virtual sales task
• Conducting virtual competency programs
• Creating virtual territories

Conclusion

• Continuing your sales management journey