ISM Endorsed Certified Sales Manager

ISM Endorsed 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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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 

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
Institute of Sales Management (ISM)

Meirc is a recognized center and an endorsed training partner for the Institute of Sales Management (ISM*). This endorsement is a badge of recognition for the high quality sales and marketing training courses offered by Meirc Training & Consulting. Upon successfully completing any of these courses, participants will be awarded an ISM Certificate in addition to the certificate they receive from Meirc Training & Consulting.

*ISM is the UK’s largest professional body for salespeople and is the authoritative voice of selling and the custodian of sales standards, ethics and best practice. The core mission of the ISM is to promote standards of excellence in sales and sales management and enhance the prestige, integrity and profile of the sales profession as a whole and to inspire sales and marketing personnel to greater heights of achievement. ISM qualifications are vocationally-related, globally-recognized and are overseen by the UK government’s regulator Ofqual so you can be sure they meet the highest standards.

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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.

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