Fundamentals of Sales Management for New Sales Managers

Name: Fundamentals of Sales Management for New Sales Managers
Rating: 4.2 (147 reviews)

The First 90 Days for a Sales Manager

Created byChristopher Rand

Last updated 11/2018

English

What you'll learn

Have a strong foundation in what is required to build a sales team, manage its performance and achieve targets.

Course content

1 section • 5 lectures • 1h 14m total length

Introduction0:36
Introductory Video to Class
Understanding the Sales Manager Role6:34
After the completion of this lecture students will have a clear understanding of the differences between a sale rep and a sales manager. Students will be introduced to many of the different responsibilties sales managers have versus individual sales representatives.
How to test for Manager or player/coach role7:34
After this section you will have a clear understanding of the difference between a player-coach leadership position and that of a pure management position. You will know the benefits of each type of role and when each role is most applicable. Finally, you will have tools to use to determine if the role type is a fit for the position and questions to review with your manager about the position.
Your First 90 Days57:37
This section of the course will walk you through building a 90 plan as a new sales leader. In this section you'll lean about the critical KPIs, how to use a sales maturity model, what is sales velocity, how to review talent and hire talent.
Conclusion1:45

Requirements

A basic understanding of sales is required for the course. Access to the MS Office suite is helpful but not required as the templates and tools are created in Word, Powerpoint and Excel.

Description

Fundamentals of Sales Management helps new sales managers understand the core components of managing a sales team will providing detailed steps for building a successful 90 plan. The course includes a group of templates to help you calculate sales velocity, identify the sales maturity level of the organization, help with interviewing and more.

Who this course is for:

New sales managers or individuals interested in moving into a sales management position.