Take Your Sales Organization - and Your Career - to New Heights of Success!
No matter how long you've been serving in a managerial capacity, whether days or decades, building and growing a successful sales organization is a constant process of evolution. As a sales manager, you're required to juggle many different responsibilities - from building, motivating and training a team, to establishing sales goals and budgets, to interfacing with the company at large - and you must be proficient at all of them to achieve optimal performance. Do you have what it takes to meet these ongoing challenges?
Expert Sales Management offers the edge you need to survive and thrive in this demanding role, imparting new skills, proven techniques and an impressive new credential that will elevate you to the top of your game.
Through enlightening lectures and exercises, you'll learn to capitalize on your strengths and turn your weaknesses into opportunities for improvement. By the end of this program, you'll be able to parlay your sales and leadership skills into a rewarding and high-paying management role in any department, company or industry.
Who Should Register?
This course helps participants become more effective and successful managers and positions them for advancement into executive-level roles. Students who have completed the Expert Sales and Transitioning to Sales Management courses will receive a Master Certificate in Sales and Sales Management after finishing this course.
What You'll Learn
Culture, Communication and Vision
- Proven strategies for managing multiple attitudes, behaviors and personality styles
- Top tips for creating a strong and successful culture
- Developing company and team mission statements
Leadership and Coaching
- Understanding the role of a leader
- Best coaching strategies
- Characteristics of great coaches
- Effective leadership methods
- Use of storytelling to lead, inspire and motivate
Tactical Versus Strategic Management
- Setting short- and long-term goals
- Optimal coaching approaches for tactical and strategic situations
- Tool: 30/15/5 model
- Leadership perspectives: team, company and customers
Sales Team Assessments
- Proven methods for accurately measuring and evaluating team members' performance to increase results
- Identifying resource needs and planning for future performance
Delegation and Time Management
- Empowerment through delegation: building a self-sustaining team
- Four types of delegating managers: directing, influential, supportive and contemplative
- Deciding what tasks to delegate
- Time management: developing short-term wins
- Managing information efficiently
Motivating Your Sales Organization
- Understanding key motivators and maximizing sales momentum
- Psychology of sales:
- Maslow's hierarchy of needs
- Herzberg model
- Rewards and recognition: motivating your team through internal competition
- Developing employees through a "learn-and-grow" strategy for long-term results
Teamwork, Team-Building and Mentoring
- Essential teamwork, team-building and mentoring strategies
- Focusing your time in the right areas
- Developing and instilling confidence and trust in your sales team
- Establishing a mentor program
Putting It All Together
- Putting new tools, techniques and concepts into action
- Culture first: building for the future; people, processes and resources
- Self-development: 360 degrees of coaching
- Creating an environment of trust and openness
- Determining where to obtain feedback on your performance
- Identifying who should be involved in the discussion and analysis
Life balance: family, self and work
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The University of San Francisco's School of Business and Management is accredited by AACSB International (the Association to Advance Collegiate Schools of Business), the premier accrediting body for business schools. The Masagung Graduate School of Management's MBA program received its accreditation in 1981, while the McLaren College of Business has held its AACSB accreditation since 1953.
USF is accredited by the Western Association of Schools and Colleges (WASC), and received seven years (maximum time of reaffirmation) during its most recent review. USF is proud to be a founding member of the WASC's antecedent, the Western College Association (WCA), receiving its first accreditation in 1950.
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