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Certified Sales Manager

Certified Sales Manager

Why Attend

The Certified Sales Manager course provides frontline sales managers with the knowledge, skills, and tools to achieve outstanding results in an increasingly competitive world. The course focuses on improving organization, forecasting skills, and other technical competencies to guide salespeople toward higher performance. Participants will explore the characteristics of exceptional sales managers and get practical ideas on how they can optimize their role as sales managers, whether in a business-to-business (B2B) or business-to-consumer (B2C) setting.

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Associations
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Overview
Course Methodology

The course relies on using a variety of case studies and exercises to develop a consistent approach to sales team management. It also includes group presentations and self-assessment tools to create a shared language around critical sales management competencies.

Course Objectives

By the end of the course, participants will be able to:

  • Define sales management and its critical functions, and use this knowledge to improve their performance while avoiding the main mistakes made by beginners in the role
  • Devise sales strategies, organize sales territories, and use different forecasting models to optimize sales results
  • Apply modern core sales management competencies to achieve sales results and business growth 
  • Use leadership and team-building abilities to motivate team members, improve sales revenues, and retain salespeople
  • Conduct sales performance reviews to evaluate individual performance and contribution to overall sales results 
Target Audience

The course is designed for sales managers and directors who desire to increase their team’s overall performance, productivity, and profitability. It is also directed toward managers who want to increase the value they deliver to their sales reps and organizations. Finally, the course will perfectly fit sales professionals new to a managerial role or considering moving to one. 

Target Competencies
  • Sales planning
  • Territory and key account management
  • Sales performance evaluation
  • Sales team organization
  • Team building and management
  • Forecasting techniques
  • Recruiting and training salespeople 
Note

This course is also endorsed by the Institute of Sales Management (ISM).

Course Outline
  • Sales Management Definition and Functions
    • Sales management defined
    • Sales management functions
    • The position of personal selling in the marketing mix
    • Role and responsibilities of a sales manager
    • Top characteristics of a successful sales manager
    • Costly mistakes commonly made by sales managers
  • Sales Planning and Organizing Sales Operations
    • Sales planning fundamentals
      • Formulating sales strategies
      • Sales forecasting techniques
    • Organizing the salesforce
      • Structuring and deploying the salesforce
      • Territory design, allocation, and management
      • Key Account Management (KAM) best practices
  • Sales Management Capstone Competencies
    • Recruitment of salespeople
      • Recruiting and staffing a salesforce
      • Determining the number of salespeople
    • Training and coaching the salesforce
      • Developing and conducting a sales training program
      • The field training process
  • Team Leadership and Motivation
    • Team development
      • Team development stages
    • Coaching salespeople for peak performance
      • Sales coaching definition
      • The sales coaching process
    • Leadership principles and skills
      • Situational leadership
      • Motivation guidelines and principles
  • Sales Performance Management
    • Definition and benefits of performance appraisals
    • The critical importance of setting standards
    • Types of standards: Benchmarks for comparison
    • Characteristics of an effective sales appraisal system
    • Sales evaluation models
MPC
MPC Certifications
Meirc Professional Certificate (MPC)

MPC certified courses by Meirc Training & Consulting are designed for those willing to challenge themselves and go the extra distance. Participants who fully attend an MPC course and successfully complete the test on the last day, will receive a Meirc Professional Certificate (MPC), in addition to the one they receive for full attendance. MPC certificates are regionally recognized and can be quite valuable when applying for more senior roles within the organization or outside.

List of Certified Courses
Schedule & Fees

2023 Schedule & Fees

Location & Date

There are no public sessions remaining for the course this year. Please contact us if you wish to have a customized in-house session, or to find out how an additional public session can be scheduled.

Fees
Per participant

USD 5300

Fees + VAT as applicable

(including coffee breaks and a buffet lunch daily)

Discount Plans & Cancellations Policy

Meirc reserves the right to alter dates, content, venue, trainer, and to offer courses in an integrated virtual learning (IVL) format whereby face to face classroom participants and virtual learners participate simultaneously in the same course in an interactive learning experience.

Tax Registration Number: 100239834300003

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