Topic-Level Outline
Days: 1
Prerequisites: None
Unit 1: Effective sales teams
Topic A:0 Managing sales
A-1: Identifying sales manager skills
A-2: Developing processes conducive to selling
Topic B:0 Selecting sales professionals
B-1: Identifying successful sales professional qualities
B-2: Conducting an interview
B-3: Determining a candidate’s qualifications
Topic C:0 Building relationships
C-1: Identifying relationship-building processes
Topic D:0 Building trust in sales teams
D-1: Building trust among team members
D-2: Building trust between the team and its manager
Unit 2: Effective sales performance
Topic A:0 Training sales professionals
A-1: Providing information to sales professionals
A-2: Identifying steps for effective field training
Topic B:0 Sales performance
B-1: Setting performance standards
B-2: Preparing for a performance evaluation
B-3: Conducting a performance evaluation
Topic C:0 Sales meetings
C-1: Preparing for a sales meeting
C-2: Conducting an effective sales meeting
C-3: Setting and clarifying goals in meetings
Unit 3: Managing sales territories
Topic A:0 A territory strategy
A-1: Choosing the best territory strategy
Topic B:0 Conducting territory reviews
B-1: Identifying considerations for a territory review
Unit 4: Forecasting sales revenue
Topic A:0 Understanding sales forecasts
A-1: Identifying sales forecast factors
A-2: Discussing valid sales forecasts
Topic B:0 Developing forecasts
B-1: Identifying types of forecasting approaches
B-2: Implementing the top-down approach
B-3: Implementing the bottom-up approach
Unit 5: Motivating sales teams
Topic A:0 Motivating sales professionals
A-1: Discussing motivation techniques
A-2: Identifying requirements of a plan
A-3: Identifying benefits of a plan
Topic B:0 Measuring motivation levels
B-1: Monitoring motivation
B-2: Identifying actions to increase motivation
Topic C:0 Improving sales performance
C-1: Identifying opportunities for improvement
C-2: Addressing substandard sales performance
C-3: Maintaining improved performance