EXECUTIVE EDUCATION

SMU Cox Executive Education

Dynamic New Role of the Sales Manager

Key Topics

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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