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Sales Management by Tactics (MBT)

Sales Management by Tactics (MBT)

(Sales) Management by Tactics (MBT) is an unconventional process of increasing sales activities and revenues
Created byJames D. Roumeliotis
Last updated 12/2013
English

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.

Course content

1 section • 10 lectures • 56m total length

  • My First Lecture9:00

    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.

  • Sales Management: Focusing on Core Competencies for Extraordinary Results5:00

    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 Presentation37:00

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

  • Implementing an Ideal Sales Structure4:00

    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
  • B2B Sales Distribution Channel Options: Lessons Learned -- Case Study5:26

    Case Study: Choosing an ideal sales distribution channel

  • Selecting Ideal Candidates for Sales - Criteria5:57

    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

  • Sales Coaching and On-going Development11:00

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

  • Utilizing a CRM to Help Drive Sales3:45
  • In Closing3:55

    Do sales goals really work?

  • Sales Management QUIZ1:00

    Test your knowledge about this course material.

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.

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