Sales Management Curriculum Outline
Building a Winning Sales Team
Overview/DescriptionChampionship teams win titles because they are comprised of members who are talented athletes possessing the right combination of skills, attitude, and enthusiasm to go out and win. The members of a winning sales team must also have the right skills, attitude, and enthusiasm to be successful. As a sales manager, how do you build an effective sales team? This course delivers answers by presenting information and tools that you can use to define your sales team and identify stages of sales team development. Youll discover where to look for qualified sales team candidates and what to look for in submitted resumes. Then youll explore methods for conducting interviews and using a sales skills assessment tool to help you choose the best people for your sales team.
Target AudienceSales managers
Expected Duration (hours)5.5
Lesson Objectives Defining an Effective Sales Team
Recognize the benefits of building an effective sales team. Match characteristics of an effective sales team with examples. Match the four phases of the sales team development cycle with corresponding examples of team member behaviors. Finding Sales Team Candidates
Recognize the benefits of finding talented sales team candidates. Distinguish between examples of free and for-hire recruitment sources. Match four types of resume information with corresponding examples. Use resume information to evaluate a potential sales team candidate in a given situation. Interviewing Sales Team Candidates
Recognize the benefits of conducting effective interviews when selecting sales team members. Match the five steps of an effective first interview with corresponding examples. Apply the five steps of an effective first interview in a given scenario. Match the behavioral attributes that affect the success of sales team members to corresponding examples. Use behavioral interviewing questions to interview a sales team candidate in a given scenario. Using a Skills Assessment Model to Evaluate Sales Candidates
Recognize the benefits of using a skills assessment model to help select talented sales team members. Match the skills sets in the skills assessment model to examples. Match skills assessment model scoring tools to corresponding examples. Use the elements of the skills assessment model in a given situation. Evaluate information from a skills assessment model and determine the best choice for a new sales team member. Course Number:
SALE0151 Back to ListUsing Business Tools to Manage Sales Teams
Overview/DescriptionManaging your team is an important part of your job as a sales manager, but it isnt the only hat you wear. You also have to manage the business side of your sales manager position. For example, you have to know how to forecast sales accurately to determine the goals that your sales team will set. Like many sales managers, youve probably asked yourself, How do I successfully and effectively manage the business aspect of my responsibilities? This course will help you answer that question by providing you with effective business tools. The course includes the basics of the M3 management mode model, a tool that you can use to dramatically increase your success in leading the individual members of your team. In addition, this course offers you tools that you can use to plan and to manage your sales teams activities.
Target AudienceSales managers
Expected Duration (hours)3.0
Lesson Objectives Mode-matching Management (M3) and Your Sales Team
Recognize the benefits of using the mode-matching management method. Match each employee performance mode to its corresponding example. Match each management mode to its corresponding example. Match management modes to examples of employee performance modes. Assess a scenario and determine the appropriate management mode to apply to employee performance modes. Tools for Planning Sales Team Activities
Recognize the benefits of using tools to plan sales team activities. Match the steps in the sales team planning process with examples. Match the steps in a market assessment analysis to corresponding examples. Match the four elements of the SWOT analysis method to examples. Use the SWOT analysis questions correctly in a given scenario. Tools for Managing Sales Team Activities
Identify the benefits of using tools to manage sales team activities. Match the types of information used in sales forecasting with corresponding examples. Match the steps in a pipeline analysis to their corresponding examples. Use pipeline analysis in a given scenario. Course Number:
SALE0152 Back to ListMotivating a Winning Sales Team
Overview/DescriptionFamous college football coach Lou Holtz said, Ability is what youre capable of doing. Motivation determines what you do. Attitude determines how well you do it. As a sales manager, what can you do to make a difference in how your team members use their abilities? How can you increase their level of motivation and create positive attitudes? In this course, youll learn how to keep sales teams motivated by creating a team identity, building team morale, and rewarding your team. Youll discover how to set sales team goals, help individual team members create performance-development plans, and monitor their progress. Youll also explore the key steps for delivering constructive feedback and learn how to deliver feedback to produce a situation in which everyone wins: your sales team members, your organization, and yourself.
Target AudienceSales managers
Expected Duration (hours)4.5
Lesson Objectives Keeping Sales Teams Motivated
Recognize the benefits of keeping sales teams motivated. Sequence examples of the steps for creating team identity. Sequence examples of the four steps for establishing a morale-building program. Apply the steps for establishing a morale-building program in a given scenario. Match guidelines for praising sales team members to appropriate examples. Praise a sales team member in a given situation. Providing Direction to Sales Teams
Recognize the benefits of providing direction to sales team members. Identify examples of goals that meet the SMART criteria. Match elements of a professional development plan to corresponding examples. Help a sales team member create a professional development plan in a given scenario. Match the guidelines for offering a mentoring program with examples. Offer a mentoring program to a sales team member in a given situation. Giving Effective Feedback to Sales Team Members
Recognize the benefits of giving effective feedback. Sequence examples of the steps for giving initial feedback. Give initial feedback to a sales team member in a given situation. Sequence examples of the steps for giving follow-up feedback. Give follow-up feedback to a sales team member in a given situation. Course Number:
SALE0153 Back to ListCommunicating in Sales Teams
Overview/DescriptionYou already recognize that information is power, but do you understand the role that communication plays in disbursing information? The success of organizations in todays business climate depends on the fast, efficient dissemination of information, and that can only come about through effective communication. This fact is true at the corporate level, at the sales level, and indeed at every level of the company. At a time when rapid change is now the norm, employees need information so that they can make the best decisions quickly. In this course, youll learn the sales managers role in fostering communication skills within the sales team environment. Youll learn about the importance of encouraging your employees to use supportive listening and assertive speaking techniques to enhance their performance. Youll also build your awareness of communication barriers and how to use nonjudgmental language when communicating with your team members. The course will provide information on how to make your sales team meetings more effective by showing you how to create focused agendas and successfully facilitate discussions. Finally, youll learn about various types of written communication and their appropriate use in certain situations. Youll also learn ways to communicate with virtual sales team members who may be just down the hall, or on the other side of the planet.
Target AudienceSales managers
Expected Duration (hours)2.5
Lesson Objectives Positive Sales Team Communication
Identify the benefits of using positive communication strategies with members of a sales team. Match communication barriers with appropriate examples. Match the supportive listening steps to appropriate examples. Correctly apply the supportive listening steps in a given scenario. Match assertive and nonjudgmental speaking strategies to examples. Leading Effective Sales Team Meetings
Recognize the benefits of leading effective sales team meetings. Select examples of essential elements of a focused agenda. Assess a given sales meeting agenda and make recommendations for improving the focus of the agenda. Match meeting facilitation strategies to appropriate examples of tactics. Apply strategies for facilitating sales team meetings in a given scenario. Successful Sales Team Communication Methods
Identify the benefits of using effective communication methods in sales teams. Match communication channels with examples of appropriate communication situations. Match the guidelines of communicating with a virtual sales team to examples. Apply the guidelines for communicating with members of a virtual sales team in a given scenario. Course Number:
SALE0154 Back to ListSales Team Management Simulation
Overview/DescriptionDuring the course of this simulation, you will assume the responsibilities of a sales manager for Upper Crust Delectables--a thriving business that distributes gourmet baked goods to hotels and restaurants nationwide. Management has found a high degree of success with its sales force by employing a team approach, and you, a longtime employee of the company, are well versed in the business model, leading your team from one sales victory to the next. But with each success comes greater customer demand, and Upper Crust must expand its sales force to keep abreast of the competition. Further, the company must meet its obligations to the existing sales staff, mentoring and grooming personnel to ensure company loyalty and career development. This simulation is based on the SkillSoft series Sales Team Management and contains links to the following courses: SALE0151, SALE0153, and SALE0154.
Target AudienceSales managers
Expected Duration (hours)0.5
Lesson Objectives Sales Team Management Simulation
Reviewing resumes. Conducting a first-round interview. Conducting a second-round interview. Praising your sales team. Coping with communication barriers. Providing feedback. Course Number:
SALE0150 Back to ListStorming: Developing and Leading Your Sales Team
Overview/DescriptionThough easily formed, teams do not readily emerge as a cohesive and functioning group. Instead, they progress through a series of phases as individuals acclimate to each other and the challenges they must face together. This Business Impact focuses on a particularly difficult phase of team development: storming.
Target AudienceSalespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles.
Expected Duration (hours)0.1
Lesson Objectives Storming: Developing and Leading Your Sales Team
Course Number:_pc_bi_spbi003
Back to ListPlanning Direct Mail to Generate Leads for Complex Sales
Overview/DescriptionUsing direct mail to generate leads for complex sales requires careful planning. This Business Impact examines whats involved.
Expected Duration (hours)0.1
Lesson Objectives Planning Direct Mail to Generate Leads for Complex Sales
Course Number:_pc_bi_spbi006
Back to ListSales Support Roles for Better Customer Interaction
Overview/DescriptionCompleting large deal sales typically requires a team approach. This Business Impact examines the roles involved with such an approach.
Target AudienceSalespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles.
Expected Duration (hours)0.1
Lesson Objectives Sales Support Roles for Better Customer Interaction
Course Number:_pc_bi_spbi007
Back to List
Sales Management
Managing a sales team successfully requires the sales manager to bring many individuals together to
achieve specific sales goals through teamwork. It is every sales manager’s dream to have as many “superstars” in their
sales force as they possibly can, but sometimes these superstars don’t understand the importance of working as a team
and therefore bring the entire team down. When a sales person is too concerned about their own sales quota, the company’s
needs and goals are neglected, and you, as the sales manager, are held responsible.
So how do you improve your work relationship with your sales staff and improve their overall teamwork? This online
training course will provide the answers to what it takes to be a successful sales team manager, including how to carefully
select your staff, evaluate, motivate and instigate your sales employees. It will also give you the effective communication
skills necessary to not only be a good manager, but a great leader as well.
Benefits of CBT Direct’s Online Training Course on Sales
Teamwork Management
CBT Direct boasts the most beneficial online course for Sales Management on the market. With CBT Direct’s
online training, you have the flexibility to study on your schedule, and with the speed and reliability of the internet,
CBT Direct’s teamwork training course is accessible anywhere you have an internet connection. Convenience finally costs
less with CBT Direct - the most affordable online training solution today.
The unique design of CBT Direct’s sales teamwork training online course emphasizes learner initiative, self-management
and experiential learning. CBT Direct’s online training course design begins with the definition of user-focused performance
objectives and then proceeds to the selection and implementation of instructional strategies and learning activities appropriate
for those objectives. This effective instruction model for CBT Direct’s online training course in sales teamwork management
ensures the greatest level of comprehension and retention.
Who Benefits from CBT Direct’s Online Training Course in Sales
Teamwork Management?
Sales Managers and any sales person interested in becoming a Sales Manager.
What Will Professionals Learn from CBT Direct’s Online Training
Course in Sales Teamwork Management?
You’ll learn the best way to build your sales team by looking for specific characteristics in candidates that are
necessary for successful teamwork and using a skills assessment model to pick the right candidates. We’ll review the
methods in conducting an effective interview for sales teams in order to determine the best choice for a new sales team member.
CBT Direct’s online training course in sales teamwork management will show you the best way to evaluate your sales
team and use Mode-Matching Management (M3) to determine the appropriate management mode to apply to your sales team’s
performances. You’ll use a market assessment analysis to plan and manage sales team activities to promote great teamwork
and effective communication within your sales team. Click here to see a detailed curriculum outline.
When you are a sales team manager, you must also possess superior leadership skills in order to ensure continued
teamwork among your sales team. In order to guide your sales personnel in reaching your sales goals, you must continue
to keep them motivated in their individual quotas as well as their teamwork in meeting team goals through effective communication.
The only way to lead your sales staff to success is to provide the right direction. CBT Direct’s sales management
in teamwork will help you develop goals for your team that meet the “SMART” criteria and professional development plans
to promote continued growth. You’ll also learn to give effective feedback to your sales team members and better your work
relationship with each of them through more effective communications and positive, nonjudgmental speaking strategies.
Finally, you’ll recognize the benefits of becoming a good leader with examples of the essential elements of a focused
agenda and specific strategies for motivating and leading your sales team. CBT Direct’s online training course in sales team
management will help you to manage and lead your sales team through careful teamwork, improve your work relationship with each
of them and meet your sales goals together by turning your sales team into a sales force!
Sales Management
