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Sales Management Online Training Course: Leading a Sales Team
Price: $179.00
Online Training Course ID: 44521
Training Course Description / Outline
In Sales Management Training: Leading a Sales Team, you will learn steps for choosing a territory strategy and what factors you need to consider when conducting territory reviews. You will also learn in this trianing program, what forecasts sales managers usually develop, the four factors to define when referring to a forecast, and how forecasts are used. In addition, the training program will teach you steps for conducting sales meetings and the best method for setting goals in the meetings.
Learn To
- Identify the steps for choosing the best territory strategy.
- Identify the types of forecasting approaches.
- Identify the four factors to consider when making a sales forecast.
- Follow the guidelines for ensuring an effective sales meeting.
- Follow the steps for clarifying goals in sales meetings.
Training Audience
The target audience for this training program is new sales managers, sales team leaders, or current sales managers who want to improve their management skills. This series is also recommended for marketing managers who participate in sales development programs.
Total Training Time
2 to 4 hours
Training Objectives
Unit 1: Managing Sales Territories (0.5 - 1 hour)
- Sequence the steps for choosing the best territory strategy.
- Identify the steps for choosing the best territory strategy.
- Identify the factors to consider when conducting territory reviews.
- Simulation Overview:
- In this simulation, you will meet with Tracy Carradine to get a better understanding of managing sales territories. She will discuss with you how to choose a territory strategy and how to conduct territory reviews. During the simulation, Tracy will ask you questions to gauge your understanding of the information.
Unit 2: Forecasting Sales Revenue (0.5 - 1 hour)
- Identify the four factors to consider when making a sales forecast.
- Identify the types of sales forecasts.
- Identify the types of forecasting approaches.
- Select the methods for implementing the bottom-up approach.
- Simulation Overview:
- In this simulation, you will meet with Ronald Spear to learn more about forcasting sales revenue. Ron will discuss sales forecasts and the different issues associatied with developing them. Throughout the coversation, Ron will ask you questions designed to measure your understanding of the material.
Unit 3: Conducting Sales Meetings (1 - 2 hours)
- Identify common goals of sales meetings.
- Sequence the steps for preparing to conduct a sales meeting.
- Select the guidelines for ensuring an effective sales meeting.
- Follow the guidelines for ensuring an effective sales meeting.
- Identify the actions for clarifying goals in sales meetings.
- Follow the steps for clarifying goals in sales meetings.
- Simulation Overview:
- In this simulation, you will hold a sales meeting with three sales professionals, Elizabeth Thomas, Don Hamilton, and Amy Johnson. The primary purpose of the meeting will be to discuss a change in environmental regulations, which will affect the sales of Icon's emission control products that are sold to industrial users. Several states have tightened regulations, which will increase demand for the products. In this meeting, you will need to conduct an effective sales meeting, and work with your team to set goals.
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