Sales Management Fundamentals

Sales Management Fundamentals

 

When sales forces are managed well, companies drive more revenue.

 

In this course, David Ho explains what sales management is, why it is important, and how you can get the skills you need to become an outstanding sales manager and recruit, train, retain, and manage a high-performing sales team.

 

He reveals how to motivate individual salespeople and teams with compensation and quotas. Last, he provides an overview of creating and managing sales territories, including sales forecasting and evaluation of territories' performance.

TRAINING SYLLABUS

 

UNDERSTANDING SALES MANAGEMENT

• What is sales management?

• Defining the sales task

 

CREATING A SALES STRUCTURE

• Defining a sales force structure

• Forecasting sales performance

• Creating sales territories

• Setting sales quotas

 

MANAGING SALES TEAMS

• Understanding sales compensation

• Designing sales compensation programs

• Communicating sales compensation

• Managing underperforming reps

• Measuring sales performance


 
 
 
 
 
 

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