Fundamentals Of Sales Management
Published 1/2025
MP4 | Video: h264, 1920×1080 | Audio: AAC, 44.1 KHz
Master the Essential Sales Management Skills that empower you to drive sustained success.
What you’ll learn
Effectively review an organisations current situation by analysing the firms in-ternal and external environment.
Identify KPI’s that fall short of industry standards, judge the likely causes of performance gaps and suggest corrective measures.
Develop strategic and operational sales plans to align with an organisation’s corporate strategy and long-term objectives.
Apply forecasting techniques to develop long-term and short-term sales forecasts.
Optimally allocate company resources by making sound decisions on sales structure, sales territories and correctly sizing the salesforce.
Apply the 3-step Situational Leadership process of goal setting, assessing de-velopment levels and aligning leadership style, to a given sales context.
Prepare performance appraisals for the sales team with a view to providing constructive feedback and enhancing individual development.
Develop individual plans for the sales team that align individual goals with or-ganizational objectives.
Requirements
No sales management experience required. You will learn everything you need to know.
Intermediate level Microsoft Excel Skills.
Description
Overview
Section 1: Introduction
Lecture 1 Preface
Lecture 2 About the Author
Lecture 3 How the Course is Organised
Lecture 4 Learning Outcomes
Section 2: Setting the Stage
Lecture 5 Corporate Strategy
Lecture 6 Alignment With Strategic Objectives
Lecture 7 Integrating Sales Planning
Section 3: Essential Finance Skills
Lecture 8 Introduction
Lecture 9 The Income Statement
Lecture 10 Balance Sheet
Lecture 11 Cash Flow Statement
Lecture 12 Cost-Volume-Profit Analysis – Single Product
Lecture 13 Cost-Volume-Profit Analysis – Multiple Products
Lecture 14 CVP Analysis with Microsoft Excel
Lecture 15 Introduction to Forecasting
Lecture 17 Qualitative Forecasting
Lecture 18 Sales Force Composite
Lecture 19 Market Share Components
Lecture 20 Advanced Methods
Lecture 21 Introduction to Budgeting
Lecture 22 Budgeting Basics
Lecture 23 Revenue and Cost of Goods Sold Budget
Lecture 24 Capital Expenditure Budget
Lecture 25 Mapower Budget
Lecture 26 Expenditure Budget
Lecture 27 Budget Phasing
Lecture 28 Performance Measures
Lecture 29 Gross and Net Profit Margin
Lecture 30 Asset Management Measures
Section 4: Customer Skills
Lecture 31 Introduction
Lecture 32 Analysing the Market
Lecture 33 Target Marketing
Lecture 34 Targeting and Positioning
Lecture 35 Selecting a Broad Position
Lecture 36 Selecting a Specific Position
Lecture 37 Defining the Value Proposition
Lecture 38 Creating the Total Value Proposition
Lecture 39 Customer Satisfaction
Lecture 40 Customer Perception
Lecture 41 Customer Perception Case Study
Lecture 42 Customer Relationships
Lecture 43 The Relationship Hierarchy
Lecture 44 Factors Influencing Relationship Level
Lecture 45 Relationship Building Best Practices
Section 5: Operational Skills
Lecture 46 Introduction
Lecture 47 Sales Structure
Lecture 48 Territory Design
Lecture 49 Sizing the Sales Force
Lecture 50 Sizing Methods
Lecture 51 Activity Based Method
Lecture 52 Customer Potential Method
Lecture 53 Streamlining the Sales Cycle
Lecture 54 The Sales Process
Lecture 55 Sales Process Best Practices
Lecture 56 Managing Sales Activity
Lecture 57 Managing Sales Activity Case Study
Lecture 58 The Sales Pipeline
Lecture 59 Performance Measures
Lecture 60 Performance Measures Cont.
Section 6: People Skills
Lecture 61 Introduction
Lecture 62 Building the Sales Team
Lecture 63 Train the Right Skills
Lecture 64 Provide Needed Support
Lecture 65 Retain the Best People
Lecture 66 Motivating the Sales Team
Lecture 67 Leading the Sales Team
Lecture 68 Directive Behaviour
Lecture 69 Supportive Behaviour
Lecture 70 Assessing Development Levels
Lecture 71 Managing Performance
Lecture 72 Define Individual Plans
Lecture 73 Review Individual Plans
Lecture 74 Rate Individual Plans
Lecture 75 Monitor Measures
Lecture 76 Performance Appraisal
Lecture 77 Performance Management Case Study
Section 7: From Theory to Practice
Lecture 78 From Theory to Practice
Lecture 79 Exercise 1: Analyse the Current Situation
Lecture 80 Exercise 1: Recommended Solutions
Lecture 81 Exercise 2: Establish Strategic Objectives
Lecture 82 Exercise 2: Recommended Solutions
Lecture 83 Exercise 3: Optimizing the Sales Force
Lecture 84 Exercise 3: Recommended Solutions
Lecture 85 Exercise 4: Develop the 2024 -2026 Sales Budget
Lecture 86 Exercise 4: Recommended Solutions
Lecture 87 Exercise 5: Apply the Principles of Situational Leadership
Lecture 88 Exercise 5: Recommended Solutions
Lecture 89 Exercise 6: Implement Performance Management
Lecture 90 Exercise 6: Recommended Solutions
Aspiring sales managers. If you are currently in a sales role and are looking to move into a management position, or, if you are a professional from another areas of business who wants to transition into a sales management position.,Existing sales managers. If you are an existing Sales Manager who wants to improve your skills and knowledge to be more effective in your current role, or, if you are a manager who does not have a formal sales background but find yourself leading a sales team,Business owners and entrepreneurs. If you run your own businesses and want to develop a strong sales strategy for growth.,Recent business graduates. If you have graduated with business degree that did not includes a sales management module.
