Sales Management: Leading a Sales Team

Audience

The target audience for this series is new sales managers sales team leaders or current sales managers who want to improve their management skills. This series is also recommended for marketing managers who participate in sales development programs.

Objective

• Identify the steps for choosing the best territory strategy.
• Identify the types of forecasting approaches.
• Identify the four factors to consider when making a sales forecast.
• Follow the guidelines for ensuring an effective sales meeting.
• Follow the steps for clarifying goals in sales meetings.

Topics Include

Unit 1: Managing Sales Territories

• Sequence the steps for choosing the best territory strategy.
• Identify the steps for choosing the best territory strategy.
• Identify the factors to consider when conducting territory reviews.
• Simulation Overview:
• In this simulation you will meet with Tracy Carradine to get a better understanding of managing sales territories. She will discuss with you how to choose a territory strategy and how to conduct territory reviews. During the simulation Tracy will ask you questions to gauge your understanding of the information.

Unit 2: Forecasting Sales Revenue

• Identify the four factors to consider when making a sales forecast.
• Identify the types of sales forecasts.
• Identify the types of forecasting approaches.
• Select the methods for implementing the bottom-up approach.
• Simulation Overview:
• In this simulation you will meet with Ronald Spear to learn more about forecasting sales revenue. Ron will discuss sales forecasts and the different issues associated with developing them. Throughout the conversation Ron will ask you questions designed to measure your understanding of the material.

Unit 3: Conducting Sales Meetings

• Identify common goals of sales meetings.
• Sequence the steps for preparing to conduct a sales meeting.
• Select the guidelines for ensuring an effective sales meeting.
• Follow the guidelines for ensuring an effective sales meeting.
• Identify the actions for clarifying goals in sales meetings.
• Follow the steps for clarifying goals in sales meetings.
• Simulation Overview:
• In this simulation you will hold a sales meeting with three sales professionals Elizabeth Thomas Don Hamilton and Amy Johnson. The primary purpose of the meeting will be to discuss a change in environmental regulations which will affect the sales of Icon's emission control products that are sold to industrial users. Several states have tightened regulations which will increase demand for the products. In this meeting you will need to conduct an effective sales meeting and work with your team to set goals.

Duration

4

Minimum Requirements

The CDROM version of this course requires:

• At least a 486DX 33Mhz CPU.
• Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
• At least 8MB RAM.
• At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).
• At least a double speed CDROM drive.
• An MPC compliant sound card with attached speakers or headphones is recommended (Currently only the CDROM version supports audio).

• At least a 486DX 33Mhz CPU.
• Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
• At least 8MB RAM and 22MB available hard disk space or file server space.
• At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).

Media