This course is for people who are or aspiring to become a sales manager. If you're experienced, you can jump right in. If you're new to sales management, I recommend taking the Sales Management Fundamentals course here at Lynda.com.
- Before you start, you should know that this course is about ways to measure sales effectiveness along the entire continuum of the selling process. I'll share what you should measure, why you should measure, and what you should do about it afterwards. Now this course is intended for firstline sales managers, meaning those who have sales representatives reporting directly to them. Now, if you're experienced, you can jump right in. If you're new to sales management, I recommend taking my Sales Management Fundamentals course. The concepts in this course are just as applicable for any level of sales management, whether you're a regional sales manager or even the vice president of sales.
Hey, this course is not just for sales professionals. If you're in marketing, for example, you'll become a better marketer if you understand how sales reps are measured. After all, they're the ones executing your marketing strategy. In this course, you'll learn how marketing and sales interact and where you can have an impact on the effectiveness of your sales' teams.
- Defining the sales task
- Calling on the right customers with the right products and services
- Evaluating your team's sales activities
- Measuring outputs of sales: customer satisfaction, wins, losses, etc.