New Horizons Computer Learning Center
410-597-9722

Sales Management

Course Length: 1 Day

Overview:
In this course, students will learn how to be a successful sales manager, how to select sales professionals, and how to build unity in a sales team.

Course Objectives:
Upon successful completion of this course, students will be able to:

• Create and maintain effective sales teams by identifying sales manager skills and tasks, selecting sales professionals, and identifying relationship-building and trust-building processes
• Encourage top sales performance by offering appropriate training, setting performance standards, evaluating performance, and conducting effective sales meetings
• Manage sales territories by choosing the best territory strategy and conducting territory reviews
• Predict sales revenue by using different forecasting approaches to create sales forecasts
• Motivate your sales team by creating an effective compensation plan, monitoring motivation levels, and improving substandard sales performance

Course Content

Lesson 1: Effective Sales Teams

• Managing sales
• Selecting sales professionals
• Building relationships
• Building trust in sales teams

Lesson 2: Effective Sales Performance

• Training sales professionals
• Sales performance
• Sales meetings

Lesson 3: Managing Sales Territories

• A territory strategy
• Conducting territory reviews

Lesson 4: Forecasting Sales Revenue

• Understanding sales forecasts
• Developing forecasts

Lesson 5: Motivating Sales Teams

• Motivating sales professionals
• Measuring motivation levels
• Improving sales performance

6940 Tudsbury Road, Baltimore, MD 21244
P: 410-597-9722
www.nhbaltimore.com