Course in Fundamentals of Effective Sales Management


4 locations available

Program Description

This comprehensive program assists salespeople in making a smooth transition to sales management. Successful hiring, training, motivation, performance evaluation, and management techniques are presented in a real-world manner.

During this program participants will learn to:

-- Effectively make the transition from a salesperson to a sales manager

-- Utilize techniques for identifying, hiring and retaining the best salespeople

-- Evaluate performance in ways that produce desired results

-- Identify the types of incentives and compensation systems to obtain better sales results

-- Improve training techniques so that salespeople reach full productivity sooner/faster

-- Make price less of an issue in a sale

-- Increase the time salespeople spend with customers

-- Create effective, motivating sales meetings and field coaching

-- Determine the best methods for organizing and deploying your sales force

Who Should Attend

This program is designed for people who have recently been appointed to the role of sales manager or are looking for a refresher of the fundamentals of sales management. Focus is placed on the transition from sales to sales management and the skills associated with hiring, training, motivating, organizing, compensating, and evaluating a successful sales force. The course is applicable for those managing field sales people selling products or services. More seasoned sales and marketing managers should consider the Executive Program Strategic Sales Management program. Companies are encouraged to send teams to learn common language and frameworks and to help drive the implementation of new knowledge throughout the organization.

Topics Outline

Hiring the Right Salespeople

Training for Results

The Fundamentals of Organizing Your Sales Force to Maximize Results

Introduction to Effective Compensation Packages

The Basics of Sales Planning, Forecasting, and Expense Budgets

Quarterly Performance Appraisals

The Real Non-Monetary Motivators of the 21st Century

Last updated January 2018

About the School

Since 1898, the University of Chicago Booth School of Business has produced ideas and leaders that shape the world of business. Our rigorous, discipline-based approach to business education transforms... Read More

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