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Sales Management

A practical Business Nous course in the Sell More track.

10 sessions86 lessons3 hours of study Written lessonsWorkbook includedCertificate

What you'll learn

  • A sales management primer
  • A strategic look at sales management
  • Sales forecasting
  • Exercises & tools

Course content

10 sessions · 86 lessons · ~3 hours · first 2 lessons free

▶Day 12 lessons
  • ▶What this module coversFree2 min
  • ▶Activity: The Perfect Sales Person (25 Minutes)Free3 min
▶A sales management primer6 lessons
  • ▶Managing the Sales Function: Is It Strategic or Tactical?2 min
  • ▶Critical Success Factors: Thinking Strategically and Turning the Vision into reality for Our Teams2 min
  • ▶External influences2 min
  • ▶SWOT Analysis - Analysis of Strengths, Weaknesses, Opportunities and Threats4 min
  • ▶PESTLE Meets SWOT2 min
  • ▶Exercise – The Apple Phone Challenge (30 Minutes)2 min
▶Module 1: A strategic look at sales management11 lessons
  • ▶1 – Components of a sales plan2 min
  • ▶Why Planning Is Important?2 min
  • ▶Successful Sales Managers Live In The Future (Planning)3 min
  • ▶Putting Your Plan Together2 min
  • ▶Going Deeper into Your Plan2 min
  • ▶Activity: Planning Skill Practice Activity (90 Minutes)2 min
  • ▶A Strategic Look at Sales Management2 min
  • ▶Customer management2 min
  • ▶Activity2 min
  • ▶Opportunities2 min
  • ▶Threats2 min
▶Module 2: Sales forecasting29 lessons
  • ▶Setting Sales Objectives2 min
  • ▶Keeping Your Eyes on Your Goal2 min
  • ▶SMART Sales Goals2 min
  • ▶The Three Step Sales Performance Control Plan10 min
  • ▶Handling the Underperforming Sales Team Member6 min
  • ▶Sales Forecasting2 min
  • ▶Forecasting can be defined as2 min
  • ▶A good forecast usually is a combination of two things2 min
  • ▶How Can Forecasting Help My Sales Operation?2 min
  • ▶Five Forecasting Facts2 min
  • ▶Year: 2008 2009 2010 2011 20122 min
  • ▶Daily Closing Prices: 11, 12, 13, 14, 15, 16, 172 min
  • ▶SMA: 10 period sum/102 min
  • ▶Example2 min
  • ▶Example for Applying Exponential Smoothing2 min
  • ▶Dt is the actual value2 min
  • ▶Four Steps to Create a Sales Forecast2 min
  • ▶Step 1: Gather Essential Historical Sales Figures2 min
  • ▶Considering last year’s figures, which products generated the highest income?2 min
  • ▶Step 2: Write Down Your Sales Assumptions2 min
  • ▶The market2 min
  • ▶Your resources2 min
  • ▶Overcoming barriers to sales2 min
  • ▶Your products and services2 min
  • ▶Step 3: Develop and Put Together Your Forecast2 min
  • ▶Product/Item 42 min
  • ▶Keep Adjusting Your Forecast2 min
  • ▶Not consulting your sales people2 min
  • ▶Not getting feedback2 min
▶Module 511 lessons
  • ▶Exercise – What Motivates Us? (15 Minutes)3 min
  • ▶Know Your Team Inside Out2 min
  • ▶Creating a Motivating Environment for Your Team2 min
  • ▶Do's and Don'ts of Successful Supervision2 min
  • ▶No and Low Cost Ways to Motivate Your Sales Staff2 min
  • ▶No Cost Ways to Motivate and Praise2 min
  • ▶Low Cost Ways to Motivate and Praise2 min
  • ▶Work Itself as a Reward2 min
  • ▶What Really Motivates Your Sales People?2 min
  • ▶Motivating Your Sales Team2 min
  • ▶Don’t2 min
▶Module 618 lessons
  • ▶Effective vs. badly run sales meetings3 min
  • ▶When do you have to have a sales meeting?2 min
  • ▶Planning Your Sales Meeting Sequence4 min
  • ▶Running a Successful Sales Meeting2 min
  • ▶Get the Meeting Timing Right2 min
  • ▶Running the Sales Meeting2 min
  • ▶The Four T's of Presenting3 min
  • ▶The Nine Step Checklist for Great Sales Meetings10 min
  • ▶What is a Team Huddle?6 min
  • ▶Running Effective Sales Meetings2 min
  • ▶What is a Huddle?2 min
  • ▶Personal Action Plan2 min
  • ▶Customer2 min
  • ▶Train your high potentials salesmen in coaching and general selling skills2 min
  • ▶Debrief specific selling situations seen in team meeting2 min
  • ▶Design new email campaign targeting potential customers2 min
  • ▶Stress possibilities of career evolution inside the company2 min
  • ▶Create incentives on objectives that are both achievable and challenging2 min
▶Part 72 lessons
  • ▶A Sales Management Primer2 min
  • ▶What Does a Sales Manager Do?4 min
▶Module 32 lessons
  • ▶Sales Planning2 min
  • ▶Boost the average sale per customer2 min
▶Module 42 lessons
  • ▶Sales Performance Management2 min
  • ▶Three Key Guidelines for Sales Person Performance Evaluations2 min
▶Exercises & tools3 lessons
  • ▶Step 2 : Specify Your Sales Assumptions2 min
  • ▶Pre-Training Assignment2 min
  • ▶Your Plan should answer the following questions specifically 2 min

About this course

A practical Business Nous course in the Sell More track.

Every lesson is written out in full — this is the complete course, not a summary. You read it, watch the narrated video, and do the exercise against your own business. The workbook is yours to download, print and keep. Finish the lessons and you earn a Business Nous certificate.

Who it's for

Small business owners, managers and ambitious employees who want practical know-how rather than academic theory. No prior study is needed — start where you are and work at your own pace.

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