This course covers sales management from conducting the sales meeting to collecting
and analyzing the correct sales metrics. We use one separate textbook and other
materials to prepare the students for the real world of sales management. To become a
master salesman takes a lifetime, but to become a successful sales manager can be
taught in this course. Topics include:
Essential sales principles
Sales reps frequently asked questions
Tips for preparing your training session or next sales
meeting
Suggestions for visual materials
Time-tested sales tools
The five critical processes that drive sales performance
How to choose the right processes for your own team
The three levels of sales metrics you must collect
Which metrics you can “manage” and which ones you can’t
How to prioritize conflicting sales objectives
How to align seller activities with business results
How to use CRM to improve the impact of coaching
The course employs reading and discussion lead by the professor and key student
- Teacher: Dr. Dwight Layton
- Teacher: Mrs. Tammy Layton