Sales Management

Accurate sales forecasting helps managers run their teams efficiently and make smarter business decisions.

What this course covers:

• Why sales forecasts support better decisions
• How forecasts guide workforce, cash flow and resources
• Predicting short- and long-term performance
• What you need to create a forecast
• The main sales forecasting methods available

Built for managers who want reliable forecasts to plan ahead.

Sales managers juggle vast responsibilities, but the most important is leading the people who actually make the sales.

What this course covers:

• Setting quotas, objectives, and sales forecasts
• Budgeting, recruitment, and training
• Compensation and evaluation
• Developing a sales force and coordinating operations

Ideal for new and aspiring sales managers building the fundamentals.

Hitting sales quotas takes more than effort, it takes the right measurements. This course helps sales managers identify and use the metrics that drive performance.

What this course covers:

• Identifying key sales performance metrics
• Using metrics to judge and coach reps
• Spotting opportunities early
• Managing the health of the sales funnel

Ideal for sales managers who want to measure what matters and improve their team.

Leading a field sales team means managing performance, distance and communication all at once.

What this course covers:

• Keeping remote employees engaged, motivated and accountable
• Holding regular, effective team meetings
• Using consistent communication across locations
• Training recommendations and building sales plans

For managers leading geographically dispersed sales teams.

A business plan is a roadmap that outlines your goals and details how you plan to achieve them, for new and existing businesses alike.

What this course covers:

• What a business plan is and why it matters
• How to create a business plan from the ground up
• Maintaining and updating your plan over time
• Why existing businesses need a plan, not just startups

For owners and managers who want a practical roadmap for their business.

Sales is competitive by nature, and without the right culture that drive can slide into unethical practices.

What this course covers:

• How healthy competition motivates sales reps
• The slippery slope toward unethical sales practices
• The risks unethical behavior creates for you and your company
• Why an ethical sales environment matters
• How to set ethical expectations for your team

For sales leaders who want a competitive team that plays fair.

A sales process is a set of repeatable steps that converts a prospect into a customer, and without it even promising deals can fall through.

What this course covers:

• Building a successful, standardized sales process
• The stages your process should include
• Keeping your team focused on revenue-generating activities
• Holding on to more of your deals

Built for sales leaders who want a consistent, repeatable approach.

Ride-alongs are not always popular with reps, but they are the best way to see your team in action. This course shows you how to run them well.

What this course covers:

• When and how to schedule a ride-along
• Setting predetermined goals and clear expectations
• Planning your day and involving clients appropriately
• Holding a helpful follow-up conversation

Ideal for sales managers who want ride-alongs that genuinely improve rep performance.

Most meetings waste time, but in sales the right meeting drives results.

What this course covers:

• Planning meetings that motivate and engage
• Building effective agendas
• Using recognition to energize your team
• Encouraging collaboration and productivity

For sales leaders who want meetings worth attending.