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Sales
How to Become a Sales Manager?
How to Become a Sales Manager?
Curriculum
17 Sections
166 Lessons
10 Weeks
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Collapse all sections
Fundamental of Sales
1
1.1
Introduction
Introduction to Sales Management
16
2.1
Introduction
2.2
Importance
2.3
Revenue Generation
2.4
Customer Relationships
2.5
Market Understanding
2.6
Resource Allocation
2.7
Profitability
2.8
Role of a Sales Manager
2.9
Setting Objectives
2.10
Recruitment and Training
2.11
Performance Monitoring
2.12
Sales Forecasting
2.13
Motivation and Incentives
2.14
Relationship Management
2.15
Strategy Development
2.16
Rest
Sales Planning and Strategy
27
3.1
Introduction
3.2
1- Setting Sales Objectives and Goals
3.3
Strategic Alignment
3.4
SMART Goals
3.5
Performance Metrics
3.6
Case Study Sales Planning
3.7
Rest
3.8
2- Developing Sales Strategies and Tactics
3.9
Market Analysis
3.10
Strategic Segmentation and Targeting
3.11
Tactical Implementation
3.12
3- Forecasting and Budgeting
3.13
Sales Forecasting
3.14
Case Study Sales Forecasting
3.15
Budget Allocation
3.16
Case Study Budget Allocation
3.17
Financial Planning
3.18
Rest
3.19
Case Study Financial Planning
3.20
4- Continuous Monitoring and Optimization
3.21
Performance Tracking
3.22
Importance of Performance Tracking
3.23
Strategies for Effective Performance Tracking
3.24
Key Components of Performance Tracking
3.25
Feedback and Adaptation
3.26
Iterative Improvement
3.27
Case Study
Sales Organization and Structure
9
4.1
Introduction
4.2
Designing the Sales Organization
4.3
Territory Management and Allocation
4.4
Team Structure and Roles
4.5
Sales Process and Workflow
4.6
Performance Metrics and Incentive Structures
4.7
Training, Development, and Support
4.8
Case Study
4.9
Rest
Recruitment, Training, and Development
6
5.1
Introduction
5.2
Recruitment
5.3
Training and Development
5.4
Sales and Characters
5.5
Case Studies
5.6
Rest
Sales Processes and Systems
8
6.1
Sales Process Design and Optimization
6.2
CRM (Customer Relationship Management) Systems
6.3
Sales Analytics and Performance Metrics
6.4
Sales Enablement
6.5
Sales Forecasting and Predictive Analytics
6.6
Case Studies: Sales Forecasting
6.7
Sales Culture and Leadership
6.8
Rest
Sales Performance Management
11
7.1
Setting KPIs (Key Performance Indicators)
7.2
Examples KPIs
7.3
More KPIs
7.4
Performance Evaluation and Feedback
7.5
Motivation and Incentives
7.6
Examples Motivations and Incentives
7.7
Training and Development Programs
7.8
Sales Culture and Collaboration
7.9
Sales Leadership and Coaching
7.10
Case Studies
7.11
Rest
Customer Relationship Management
8
8.1
Building and Maintaining Customer Relationships
8.2
Customer Segmentation and Targeting
8.3
Customer Retention Strategies
8.4
Customer Experience (CX) Management
8.5
Data-Driven Personalization
8.6
Relationship Building and Advocacy
8.7
Case Study
8.8
Rest
Sales Forecasting and Analytics
9
9.1
Sales Forecasting Methods and Techniques
9.2
Data Analysis and Interpretation
9.3
Predictive Analytics
9.4
Real-Time Analytics and Monitoring
9.5
Forecasting Accuracy and Continuous Improvement
9.6
Integration with Business Intelligence (BI) and CRM Systems
9.7
Collaboration and Cross-Functional Alignment
9.8
Case Studies: Sales Forecasting
9.9
Rest
Emerging Trends and Technologies
4
10.1
Digital Sales Platforms
10.2
AI (Artificial Intelligence) and Automation
10.3
E-commerce and Online Sales Strategies
10.4
Case Studies
Key Account Management
28
11.1
1- Identifying and Managing Key Accounts
11.2
Customer Segmentation and Analysis
11.3
Customer Segmentation
11.4
Customer Analysis
11.5
Value Proposition Development
11.6
Risk Management and Mitigation
11.7
Future Growth and Expansion
11.8
Account Portfolio Management
11.9
Revenue Potential
11.10
Strategic Alignment
11.11
Partnership Potential
11.12
Industry and Market Insights
11.13
Rest
11.14
Account Portfolio Management
11.15
Segmentation and Classification
11.16
Portfolio Analysis and Optimization
11.17
Relationship Management and Engagement
11.18
Continuous Monitoring and Improvement
11.19
2. Relationship-Building Strategies for Major Clients
11.20
Client Understanding and Alignment
11.21
Strategic Account Planning
11.22
Value Delivery and Collaboration
11.23
3. Account-Based Sales Techniques
11.24
Personalized Engagement and Communication
11.25
Solution Customization and Development
11.26
Strategic Relationship Management
11.27
Case Studies
11.28
Rest
Channel Sales and Distribution
11
12.1
Channel Sales and Distribution
12.2
Types of Sales Channels
12.3
Key Components of Distribution
12.4
Channel Strategy and Management
12.5
Channel Performance and Optimization
12.6
Channel Partner Management and Collaboration
12.7
Channel Strategy Development
12.8
Channel Performance Measurement and Analysis
12.9
Channel Expansion and Optimization
12.10
Case Studies
12.11
Rest
Strategic Pricing and Revenue Management
8
13.1
Introduction
13.2
Market and Competitive Analysis
13.3
Pricing Strategy Development
13.4
Revenue Optimization and Management
13.5
Performance Monitoring and Analytics
13.6
Continuous Improvement and Adaptation
13.7
Case Studies: Strategic Pricing
13.8
Rest
Sales and Marketing Alignment
7
14.1
Aligning Sales and Marketing Strategies
14.2
Collaborative Campaign Development and Execution
14.3
Lead Generation and Nurturing
14.4
Integrated Customer Insights and Analytics
14.5
Joint Sales and Marketing Training and Enablement
14.6
Unified Customer Experience and Journey Mapping
14.7
Rest
Customer Experience and Journey Mapping
3
15.1
Understanding the Customer Journey and Touchpoints
15.2
Enhancing Customer Experience and Satisfaction
15.3
Feedback Collection and Analysis
Sales Culture and Organizational Behavior
4
16.1
Building a Sales-Centric Organizational Culture
16.2
Managing Diversity and Inclusion in Sales Teams
16.3
Employee Engagement and Morale
16.4
Rest
Risk Management and Crisis Response
7
17.1
Identifying and Mitigating Sales Risks
17.2
Crisis Management and Response Strategies
17.3
Business Continuity Planning
17.4
Deal With Sales Crise
17.5
Case Studies
17.6
Rest
17.7
Sales Manager
3 Minutes
10 Questions
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