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LinkedIn Learning

Sales Management Foundations

via LinkedIn Learning

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Overview

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Get the skills you need to become an outstanding sales manager. Learn how to recruit, select, retain, and manage salespeople and meet your organization's sales revenue goals.

Syllabus

Introduction
  • Successful sales team management
1. Understanding Sales Management
  • What is sales management?
  • Defining the sales task
2. Acquiring Sales Talent
  • Recruiting salespeople
  • Conducting sales training
  • Motivating salespeople
3. Creating a Sales Structure
  • Defining a sales force structure
  • Forecasting sales performance
  • Creating sales territories
  • Setting sales quotas
4. Managing Sales Teams
  • Understanding sales compensation
  • Designing sales compensation programs
  • Communicating sales compensation
  • Managing underperforming reps
  • Measuring sales performance
5. Managing Sales Virtually
  • Creating the virtual sales task
  • Conducting virtual competency programs
  • Creating virtual territories
Conclusion
  • Continuing your sales management journey

Taught by

Drew Boyd

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4.7 rating at LinkedIn Learning based on 2111 ratings

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