Effective Sales Management Course

General

4 locations available

Program Description

* Identify specific activities that produce long-term results
* Implement time-frame action plans
* Identify common barriers to results-oriented management
* Generate methods to enhance performance of sales people



Who Should Attend

Whether you are a newly appointed or an experienced sales manager who would like to step back and benchmark your behaviors, this program is appropriate. The program content is applicable to industrial and consumer markets, tangible products or services, and private or public sector firms.



Learning Objectives

The program addresses the changing business environment and the key role that sales management plays in creating a market-driven organization. Developing a team-oriented organizational structure designed to deliver value to customers is the primary focus. Participants will learn how to identify and replicate specific activities that produce long-term results, identify and overcome barriers to results-oriented sales management, develop and sustain salespeople's motivation, improve the performance of salespeople, and measure sales effectiveness against meaningful benchmarks for better-informed decision-making.



Unique Features

Participants will receive this complimentary book by expert faculty, John Monoky: The Sales Managers Idea-a-Day Guide: 250 Ways to Management & Motivate a Winning Sales Team--Every Selling Day of the Year

Last updated January 2018

About the School

The Stephen M. Ross School of Business at the University of Michigan is a premier educational institution within one of the finest research universities worldwide. Our mission is to develop leaders in ... Read More

The Stephen M. Ross School of Business at the University of Michigan is a premier educational institution within one of the finest research universities worldwide. Our mission is to develop leaders in thought and action, who are ready to tackle the challenging, multidisciplinary problems facing society. Leaders who can provide moral and civic leadership, and who leverage their influence for the benefit of society. At Michigan, our over-arching strength is our unique ability to bridge scholarly theory with business practice. We believe true leadership begins with a holistic understanding of business. At our core is the pursuit of “intellectual capital with impact.” These are the ideas our faculty bring to the classroom and the tools our graduates use to shape the world. We’re interested in students who want to partner with faculty to co-create a very customized, robust educational experience. Our strategy to develop students’ leadership capability – in addition to impact requisite business knowledge and skills – is to provide action-based learning opportunities rooted in real-world issues. With an MBA from Michigan's Ross School of Business, you’ll enter the marketplace as a leader with the confidence and wisdom to define and achieve your vision of success. Read less
Ann Arbor , Bengaluru , Dubai , Bangkok + 3 More Less