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

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