Sales Management
English
30-Day Money Back Guarantee
Full Lifetime Access
Self-Paced
Finish in
59 mins!
Finish in
59 mins!
Made for for
Employees
only
Employees
only
Certificate
of Completion
of Completion
Mobile -
Friendly
Access
Friendly
Access
What you'll learn
Sales Forecasting for Managers
Sales Management Basics
Sales Performance Measurement and Reporting
Managing Field Sales
Developing Your Business Plan
Creating an Ethical Sales Environment
Managing a Sales Process
Riding Along With Sales Reps
Running a Sales Meeting
Skills covered in this course
Description
Accurate sales forecasting is essential for companies to operate efficiently. It enables you to make more informed business decisions, like managing your workforce, cash flow, and resources. It allows you to predict short- and long-term performance. There are many things you can base your forecasts on, and there are several uses for these forecasts. That's what we'll discuss in this program. We'll talk about why and how sales forecasts are beneficial, what you need to create one, and the various forecasting methods available.
System Requirements
• Windows 7 and newer
• Mac OS 10 and newer
Supported Browsers:
The current and previous major releases of the following browsers
• Safari v11 and higher
• Firefox v65 or higher
• Chrome v70 and higher
• Microsoft Edge v42 and higher
• Internet Explorer v11 and higher (Windows only- may exhibit visual differences from other
browsers)
Computer Speed and Processor:
• Use a computer 5 years old or newer when possible.
• 1GBofRAM
• 2GHz processor
Author
Making the Workplace Safer and Smarter
HSI (Health & Safety Institute) is a recognized leader in Environmental, Health and Safety (EHS) and workforce development software, training, and compliance solutions.
HSI is your single-source partner for EHS, Compliance, and Professional Development solutions. HSI provides integrated e-learning content, training solutions, and cloud-based software designed to enable your business to improve safety, operations, and employee development. Across all industries, we help safety and technical managers, human resources, first responders, and operational leaders train and develop their workforce, keep workers safe, and meet regulatory and operational compliance requirements. We are a unique partner that offers a suite of cloud-based software solutions including learning management, safety management, chemical SDS management, and more, integrated with our content and training so businesses can not only monitor and manage multiple workflows in one system, but train employees via one partner.
Sales Management
Sales Forecasting for Managers
Accurate sales forecasting is essential for companies to operate efficiently. It enables you to make more informed business decisions, like managing your workforce, cash flow, and resources. It allows you to predict short- and long-term performance. There are many things you can base your forecasts on, and there are several uses for these forecasts. That's what we'll discuss in this program. We'll talk about why and how sales forecasts are beneficial, what you need to create one, and the various forecasting methods available.
Sales Management Basics
Sales managers have vast responsibilities: establishing quotas and objectives, sales forecasting, budgeting, recruitment, training, compensation, and evaluation. The list goes on and on. However, the most important role is managing the people who make the sales. At its most basic, sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques. Besides helping your company reach its sales objectives, the sales management process allows you to stay in tune with your industry as it grows. In this course, we'll discuss this process.
Sales Performance Measurement and Reporting
There's a lot of pressure to hit sales quotas. And that's not just for your own financial reasons, but for the company you work for. Therefore, as a sales manager, you first need to identify the key sales performance metrics by which to judge your sales reps. Because if you can't measure it, you can't manage it. By studying these metrics, you can improve the performance of your reps, stay on top of opportunities, and manage the health of the sales funnel. In this program, we'll discuss which key metrics to look at for improving your team's performance.
Managing Field Sales
Managing a field sales team brings its own unique set of challenges. You not only have to manage sales performance, but you must also take into account communication and geographical logistics. How do you keep remote employees engaged, motivated, and accountable? That's what this course is all about. We'll discuss how to effectively manage a sales team of remotely located, unique employees. We'll cover holding regular team meetings, using consistent communication, training recommendations, sales plans, and more.
Developing Your Business Plan
If you're embarking on a significant endeavor that's likely to consume a substantial amount of time, money, and resources, then you need a business plan. A business plan is a guide, a roadmap, for your business that outlines goals and details how you plan to achieve those goals. This isn't only applicable to new businesses or applying for new business loans. Existing businesses should have business plans that they maintain and update over time. In this course, we'll go over how to create, maintain, and update a business plan.
Creating an Ethical Sales Environment
Salespeople are a naturally competitive breed, whether they're vying for President's Club, or securing the largest account. Friendly competition is a healthy motivator for sales reps, However, it can also send salespeople down the slippery slope of unethical sales practices. This kind of behavior puts you and your company at risk. So in this course, we'll go over the importance of creating an ethical work environment and how to set those expectations for your sales team.
Managing a Sales Process
A sales process is a set of repeatable steps your sales team takes to convert a prospect into a customer. Without these defined steps in place, even the most promising deals can fall through. This course is designed to help you hang on to every deal by creating a standardized sales process for your team. We'll talk about building a successful sales process and the stages that it should include. Having this formalized process ensures that your team focuses its efforts on the activities that generate the most revenue.
Riding Along With Sales Reps
Ride-alongs. Reps don't love them, but they're a must. The only way to observe your team is to actually see them in action. In this course, we'll talk about the best ways to conduct a ride-along. We'll discuss when and how to schedule one, creating predetermined goals, and setting clear expectations. We'll also go over planning your day, informing clients of your participation, and how much involvement you should have on the sales calls. Lastly, we'll touch on how to have a helpful follow-up conversation regarding their performance, and what it should entail.
Running a Sales Meeting
Everyone loves meetings. Morning meetings, mid-morning meetings, lunch meetings, brunch meetings: the more meetings, the merrier!
Nope. Nope. Nope. No one feels that way. Most people think meetings, especially regularly scheduled meetings, are pointless time wasters. But in sales, meetings are essential. This program talks about the best ways to effectively plan your meetings to make them motivating, engaging, and productive. We'll cover agendas, recognition, collaboration, and more.
