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EXECUTIVE EDUCATION
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SMU Cox Executive Education
Dynamic New Role of the Sales Manager
Key Topics
Register On-line
Role of Sales Managers in Today’s Sales Force
- Review sales-force trends in the marketplace
- Understand the various roles that sales managers must assume — resource manager, business consultant, project manager, motivator, leader
- Learn how to effectively build teams
Recruit, Interview, and Hire
- Learn an effective interviewing process that links your hiring needs with candidate attributes
- Understand the legal issues surrounding interviewing and other selection criteria
- Learn how to analyze resumes and screen applicants
- Review several models and options for compensating salespeople
Set and Measure Performance Standards
- Learn how to educate, train, and immerse a new sales person into your company’s culture
- Explore strategies to set effective, measurable standards for each sales person on your team
- Learn how to recognize gaps in a salesperson’s performance and the actions that are appropriate to close those gaps
- Learn how to creatively handle poor performers and, when all else fails, terminate an employee
Tactical and Strategic Coaching
- Learn effective coaching strategies that will help develop your salespeople and achieve objectives
- Understand when, where, how much, what, and who to coach
- Recognize the differences between strategic and tactical coaching
Plan and Manage Territory
- Learn how to assess your current marketplace position, both strategically and tactically
- Learn several methods to develop and assign territories and quotas to individuals
- Learn how to use the sales pipeline to track opportunities, sales cycles, and make forecasts
- Learn methods to build and communicate to upper management a territory plan that includes market information, large account management, and competitive influences
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