Sales Management by Tactics (MBT)
- 4 articles
- 11 downloadable resources
- Full lifetime access
- Access on mobile and TV
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- By the end of this course you will have learned effective new sales management techniques to apply immediately and obtain improved sales results from the sales staff.
- You will learn to identify the day-to-day activities required to achieve sales objectives and focus their energies in controlling such activities (known as “input”) – rather than simply focusing on results (a.k.a. “output”).
- Amongst other subjects, you will learn how to Implement an ideal sales structure; creating a description of sales tasks; the CRM and more.
- Familiarity with business development and account management basics are recommended prior to enrolling in this course.
FOR SELF STUDY WITH OPTIONAL ONE-ON-ONE LIVE SESSIONS ON REQUEST
This course covers Sales Management by Tactics or MBT (as a brief term), which describes in detail a supervisory technique applied by progressive sales management.
A Canadian sales strategist, Dr. Giovanni Di Girolamo, along with his associate consultant, James D. Roumeliotis conceived it in 2005. Through their research and personal experiences, they discovered a process, which consistently yielded, unsurpassed results from sales representatives – regardless of industry, sales experience or type of client (new or existing).
The principle behind this is a process where sales managers/directors, along with their sales force, identify the day-to-day activities required to achieve sales objectives and focus their energies in controlling such activities (known as “input”) – rather than simply focusing on results (a.k.a. “output”).
The latter applies to Management by Objectives or MBO, a technique first popularized by the late management guru, Peter Drucker, which places a great deal of emphasis on the outputs – in our case, the sales results.
- This course is untended for sales managers/directors and sales trainers from any organization, as well as those in sales who are interested in moving up to sales management.
This section/module will introduce you to the reasons why Sales Management by Tactics (MBT) should be considered as a sales management tool/process with your sales force.
In addition to the article.
Sales Compensation Guideline (2012)
Compensation for people in sales careers varies widely by responsibility level and industry. Following are some sample pay ranges/averages:
- Vice president, sales: $150,000 to $275,000
- Director of sales: $100,000 to $190,000
- Real estate sales agent: $30,000 to $45,000
- Retail salesperson: $20,000 to $40,000
- Insurance sales agent: $30,000 to $50,000
- Sales engineer: $45,000 to $115,000
- Senior pharmaceutical sales rep: $50,000 to $70,000
- Discount securities broker: $30,000 to $50,000
Reading: Selecting the ideal sales candidates for your organization.
Types of sales related positions/job titles possible within an organization as follows:
District Sales Manager
Regional Sales Manager
General Sales Manager
Vice-president of Sales
Staff positions: Sales Trainer, Sales Coordinator, Sales Representative