Sales Management by Tactics (MBT)
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Sales Management by Tactics (MBT)

(Sales) Management by Tactics (MBT) is an unconventional process of increasing sales activities and revenues
0.0 (0 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
0 students enrolled
Published 12/2013
English
Sales Management by Tactics (MBT)
Price: $19.99
30-Day Money-Back Guarantee
This course includes
  • 4 articles
  • 11 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
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What you'll learn
  • 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.
Requirements
  • Familiarity with business development and account management basics are recommended prior to enrolling in this course.
Description

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.

Who this course is for:
  • 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.
Course content
Expand 10 lectures 01:26:03
+ My First Section
10 lectures 19:03

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.

Preview 9 pages

Sales management can be most easily defined as planning, implementing, and controlling personal contact programs designed to achieve the sales and profit objectives of the firm. MORE ON THIS IN THIS SESSION

Sales Management: Focusing on Core Competencies for Extraordinary Results
5 pages

Main course comprehensive presentation on sales, sales management and the Sales Management by Tactics approach for success.

Sales Management Presentation
37 pages

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
Implementing an Ideal Sales Structure
4 pages

Case Study: Choosing an ideal sales distribution channel

B2B Sales Distribution Channel Options: Lessons Learned -- Case Study
05:26

Reading: Selecting the ideal sales candidates for your organization.

__________________________________

Types of sales related positions/job titles possible within an organization as follows:

Sales Supervisor

District Sales Manager

Regional Sales Manager

General Sales Manager

Vice-president of Sales

Staff positions: Sales Trainer, Sales Coordinator, Sales Representative

Selecting Ideal Candidates for Sales - Criteria
05:57

Sales management complete sales guide for coaching sales representatives -- mainly in business development.

Sales Coaching and On-going Development
11 pages
Utilizing a CRM to Help Drive Sales
03:45

Do sales goals really work?

In Closing
03:55

Test your knowledge about this course material.

Preview 1 page