Certified Sales Manager

About Course

The Certified Sales Manager course provides frontline sales managers with the knowledge, skills, and tools to achieve outstanding results in an increasingly competitive world. The course focuses on improving organization, forecasting skills, and other technical competencies to guide salespeople towards higher performance. Participants will explore the characteristics of exceptional sales managers and get practical ideas on how they can optimize their role as sales managers, whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting.

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Define sales management and its critical functions and use this knowledge to improve their performance while avoiding the main mistakes made by beginners in the role
Devise sales strategies, organize sales territories, and use different forecasting models to optimize sales results
Build and manage a competent team of salespeople capable of delivering effective and sustainable results
Use leadership and team-building abilities to motivate team members, improve sales revenues and retain salespeople
Conduct sales performance reviews to evaluate individual performance and contribution to overall sales results

Course Content

Sales Management Definitions and Functions

The position of personal selling in the marketing mix

Sales planning and organizing sales operations

Formulating sales strategies

Sales forecasting techniques

Sales management capstone competencies

Training and coaching salesforce

Team leadership and motivation

Leadership principles and skills

Sales performance management

The critical importance of setting standards

Characteristics of an effective sales appraisal system

Sales evaluation models

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