Using Business Tools to Manage Sales Teams


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


Overview/Description
Managing your team is an important part of your job as a sales manager, but it isn't the only hat you wear. You also have to manage the business side of your sales manager position. For example, you have to know how to forecast sales accurately to determine the goals that your sales team will set. Like many sales managers, you've probably asked yourself, "How do I successfully and effectively manage the business aspect of my responsibilities?" This course will help you answer that question by providing you with effective business tools. The course includes the basics of the M3 management mode model, a tool that you can use to dramatically increase your success in leading the individual members of your team. In addition, this course offers you tools that you can use to plan and to manage your sales team's activities.

Target Audience
Sales managers

Expected Duration (hours)
3.0

Lesson Objectives

Mode-matching Management (M3) and Your Sales Team

  • recognize the benefits of using the mode-matching management method.
  • match each employee performance mode to its corresponding example.
  • match each management mode to its corresponding example.
  • match management modes to examples of employee performance modes.
  • assess a scenario and determine the appropriate management mode to apply to employee performance modes.

    • Tools for Planning Sales Team Activities

  • recognize the benefits of using tools to plan sales team activities.
  • match the steps in the sales team planning process with examples.
  • match the steps in a market assessment analysis to corresponding examples.
  • match the four elements of the SWOT analysis method to examples.
  • use the SWOT analysis questions correctly in a given scenario.

    • Tools for Managing Sales Team Activities

  • identify the benefits of using tools to manage sales team activities.
  • match the types of information used in sales forecasting with corresponding examples.
  • match the steps in a pipeline analysis to their corresponding examples.
  • use pipeline analysis in a given scenario.

    • Course Number:
    SALE0152