Strategic Sales Management

Great salespeople are critical to the performance of an organization. But its success depends on its sales managers and their capabilities to effectively set goals, objectives, and priorities that align with the larger firm.

In this intensive Strategic Sales Management program, you will explore characteristics of exceptional sales leadership, and learn how you can boost organizational success through your role as a sales manager in both business-to-business (B2B), and business-to-consumer (B2C) settings.

Through highly interactive sessions instructed by two experienced practitioners, you’ll learn proven sales management strategies and techniques to lead yourself, your direct reports, and your organization.

From designing your sales goals and structure, coaching your direct reports, and aligning motivation with compensation programs, this Strategic Sales Management program will provide the frameworks and techniques you need to consistently drive high performance.

Program Benefits:

• Explore proven frameworks to effectively design, lead, and manage a sales organization
• Learn techniques to drive your own personal growth and career development
• Develop sales team management skills and learn techniques for more effective hiring, coaching, and rewards programs
• Enhance your sales strategy
• Define metrics that help you identify long-term, profitable customers
• Improve your collaboration skills between departments
• Increase your sales organization’s performance by learning strategies to manage up

Topics Covered:

• Top characteristics of high performing sales managers
• Establishing a career strategy in sales
• Designing sales organization goals and structure
• Defining sales objectives and processes
• Creating a high-performance sales team through recruitment, selection, and hiring
• Coaching and developing salespeople––and knowing when to terminate
• Developing compensation and motivation programs
• Understanding enterprise-selling, solution-selling, and account management environments
• Leveraging the company’s resources to maximize sales performance
• Leading and increasing your organization’s performance through effective sales management strategies

Who Should Enroll:
Professionals who want a systematic understanding of proven strategic professional sales leadership and management approaches in a highly interactive and experiential format. Participants include:

• Current sales professionals preparing to be managers in both B2B and B2C environments
• Current sales managers interested in improving their effectiveness 
• Decision-makers looking to work more effectively with the sales team and are not in a sales department such as marketing, finance, product management, product development, human resources, manufacturing, research and development, or general management