Sales Management and Performance

What this subject covers

Lesson topics

1. The Sales Manager Role: From Individual Contributor to Leader
2. Hiring for Sales: Identifying Genuine Sales Potential
3. Onboarding New Salespeople Effectively
4. Sales Training and Ongoing Skill Development
5. Coaching Individual Salespeople
6. Setting Sales Targets and Quotas
7. Sales Forecasting: Predicting Future Results
8. Common Forecasting Biases and How to Correct Them
9. Territory and Account Assignment
10. Motivating a Sales Team: Beyond Compensation
11. Designing Sales Compensation Plans
12. Recognition Programmes and Celebrating Team Success
13. Sales Team Culture: Building a Healthy, High-Performing Environment
14. Managing Underperformance
15. Sales Performance Metrics and KPIs
16. Running Effective Sales Team Meetings
17. One-on-One Meetings: Structuring Regular Individual Check-Ins
18. Sales Process Optimisation and Continuous Improvement
19. Using Sales Technology and Data Effectively as a Manager
20. Leading Change Within a Sales Team
21. Diversity and Inclusion in Sales Team Management
22. Succession Planning Within a Sales Organisation
23. Cross-Functional Leadership: Working With Marketing, Product, and Finance
24. Ethical Leadership in Sales Management
25. Building a Long-Term Career in Sales Leadership