Effective Sales Management

Upon successful completion of this course, participants will be able to:

• Identify the responsibilities of the sales staff and sales manager.
• Specify the selling challenges in today’s business environment.
• Describe the traits of a good salesperson.
• Identify the situations in which it makes sense to recruit salespeople from competitors.
• Specify the different types of sales strategies.
• Identify the contents of a go-to-market plan.
• Recall the best possible customers for an in-house sales staff.
• Specify the circumstances under which sales teams should be used.
• Describe how to grow the customer base.
• Specify how to calculate the average cost of a sales call.
• Specify how up-selling and cross-selling are used.
• Recall the different types of purchases that a customer may make.
• Recall how a buying center operates.
• Specify how an internal advocate should be used.
• Identify the characteristics of an effective sales organization.
• Recall the situations in which independent sales agents should be used.
• Recall the process for developing a salesperson job description.
• Specify how to refine the recruiting for salespeople.
• Identify how to make salesperson candidates remove themselves from a job selection.
• Recall the different types of training that can be applied to the sales force.
• Specify the various steps in the training cycle.
• Identify the nature of the spacing effect in training.
• Recall the advantages and disadvantages of centralized training.
• Specify the differences between leadership and management.
• Identify the characteristics of someone with a high level of emotional intelligence.
• Recall the actions that may be taken to enhance a leader’s credibility.
• Specify the strengths and weaknesses of traits analysis.
• Identify the events normally included in a coaching session.
• Recall the characteristics of a sales quota.
• Specify the characteristics of an incentive system.
• Identify the characteristics of a bonus payment.
• Recall the nature of a house account.
• Specify the characteristics of a 360-degree appraisal.
• Identify the issues with using growth patterns to forecast sales.
• State when forecasting based on customer spending works best.
• Recall the issues with the development of sales forecasts from customer surveys.
• Specify when to use an extrapolated forecast.
• Identify when to use a smoothing constant when creating a sales forecast.
• Recall when to use a moving average forecasting method.
• Specify the meaning of a correlation coefficient.
• Identify the causes of a change in revenues.
• Recall when to use a sales budget that is structured by sales territory.
• Specify how pacing can be applied to the development of a sales budget.
• Identify the different metrics that can be used to assess the activities of the sales department.