Sales Management

Motivate and Develop Your Sales Team

Course Description: Discover the management skills required to motivate your staff in a sales driven organization. Learn about the sales process, client relations, brand imaging and prospecting. This course will teach you how to meet your goals and how to make an impact on the market. Discover methods to educate, support, and empower salespeople so your organization can reach its highest potential.

Author: Dana Kent

Runtime: 5hrs. 40min.

Lessons: 71

Lessons		Time (Min:Sec)
Introduction PREVIEW, CLICK HERE		00:48
Chapter 1: The Sales Management Commitment
Overview PREVIEW, CLICK HERE		00:10
The Sales Experience PREVIEW, CLICK HERE		03:13
Consistency		03:21
Creating Strength in TEAM		02:54
Chapter 2: Sales & Marketing
Overview		00:14
Consultant Sales Development		03:36
Brand Strength		02:13
Client Imaging and Sales		02:55
Power of One Voice		02:52
Chapter 3: The Sales Process
Overview		00:30
Sales and the Economy		04:49
Taking Responsibility		04:44
Empowerment		03:43
Overcoming FEAR		12:07
Creativity		06:56
Future of Sales		07:03
Chapter 4: Prospecting
Overview		00:17
Getting to the Client		05:14
Inside and Outside Sales		06:12
Contact Management		05:56
Creative Solutions		04:58
Entitlement and Protection		07:35
Chapter 5: Sales Training
Overview		00:25
Product Knowledge		05:17
Strategic Selling		04:43
Body of Work Management		05:11
Motivation and Incentives		05:20
Sales Application to Market		03:29
Meeting Sales Objectives		05:06
Leads and Sales Support		03:48
Chapter 6: Client Relations Management
Overview		00:28
Why Customers Buy		03:38
Profiling the Client		05:09
The Art of Listening		04:50
Consistent Selling		04:11
Promise Fulfillment		04:46
Chapter 7: Sales Management Issues
Overview		00:29
Prospecting and Time Management		04:13
Nonattached Selling		05:19
Contact–Appointment–Proposal		07:16
Sales Presentation		05:53
Roadblock Management		05:32
Closing the Sale		08:32
Post-Sale Relationship Management		07:21
Chapter 8: Sales Growth Strategy & Compensation
Overview		00:19
Management		09:31
Projections and Forecast		06:52
Technology Implementation		05:52
Sales Incentives (Part 1)		06:38
Sales Incentives (Part 2)		06:04
TEAM Networking		07:50
Lead Support Systems		07:09
Chapter 9: Recruitment
Overview		00:19
The Hiring Process		10:57
Training and Development (Part 1)		06:38
Training and Development (Part 2)		04:01
Motivation (Part 1)		05:59
Motivation (Part 2)		03:40
Compensation		09:25
Salesperson Management		07:52
Chapter 10: Sales Impact in the Organization
Overview		00:30
Positioning for the Future		08:06
Business Partnership Planning (Part 1)		08:02
Business Partnership Planning (Part 2)		00:28
Proactive Competition Planning (Part 1)		08:15
Proactive Competition Planning (Part 2)		03:45
Market Shifts Product Analysis		05:04
Account Maximization		08:14
Ingredients For Sales Success		00:30
Conclusion		00:30