The Business Aspect of Sales Management
- Top-performing sales leaders establish robust sales plans, effective measurements for driving results, sales compensation to motivate teams, and sales playbooks to build high-performance teams. They create the platform to hire top performers who consistently deliver over-sales goal results. This programme focuses on those business skills required to excel in your role.
Duration: 7 Accelerated Modules
Total Video Length - 3 hours
Course Content
01
Becoming a Top Performing Sales Manager
In this module you will learn:
– Demystifying the role of sales management
– The challenges of taking on a new role in sales management
– Profiling your new sales team
– Defining sales transformation timelines and risks
Duration – 19.20
02
Sales Planning to Deliver Your Sales Number
Part A You will Learn:
– The Importance of sales planning
– Building a sales plan to deliver the sales number
– Understanding capacity planning and financial validation
– Understanding the stages and inputs of sales planning
– The value of sales operational specialists or managers
Duration – 30.00
Part B – You Will Learn:
– Resource and capacity management
– Quota planning
– Territory planning
– Account-based management
– Forecasting
– Incentive compensation principles
Duration – 26.27
03
Sales Force Effectiveness Measurement
You will learn:
– How sales measurement relates to the sales plan
– Understand leading and lagging indicators
– What is sales force effectiveness
– Establishing leading and lagging indicators
– Sales operations performance measurement
– Setting team benchmarks
Duration – 28.09
04
Building a Sales Playbook To Deliver Success
You will learn:
– What is a sales playbook
– Confusion about the reference to a sales playbook
– What content is included in your playbook
– Resources required to build the playbook
– The intellectual property value of your playbook
– How your sales plan integrates into your playbook
– The business case for building a playbook
Duration – 19.22
05
Hiring Future Sales Superstars
You will learn:
– Building a structured approach to hiring
– Identifying the right hiring criteria for sales
– Where will you find the next team member
– What makes a future sales superstar for your team
– Interviewing strategies
– Common reasons hiring goes wrong
– Managing the hiring process
Duration – 23.47
06
Designing Incentives and Compensation
You will learn:
– What is sales compensation
– Background to sales compensation; Understanding Human Behaviour
– Compensation plan options
– The advantages and disadvantages of variable sales compensation
– Differences between sales incentives and sales compensation?
– 9 Steps to the development of your sales compensation plan
– How your company benefits from having a sales compensation plan
Duration – 30.30
You may also be interested in Sales Coaching with Sales Playbooks