Course curriculum
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1
Module 1: Introduction
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Module 1 - Lesson 1: Introduction and Overview
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2
Module 2: How To Develop A Sales Plan, Calculate Sales Quotas And Manage Sales Teams By Metrics
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Module 2 - Lesson 1: What is a Sales Plan?
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Module 2 - Lesson 2: Developing an Accurate Sales Plan
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Module 2 - Lesson 3: Elements of a Sales Plan
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Module 2 - Lesson 4: Calculating Sales Quotas Accurately
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Module 2 - Lesson 5: Sales Scorecard
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Module 2 - Lesson 6: Building a Sales Scorecard
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Module 2 - Lesson 7: Tracking Sales Metrics
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Module 2 - Lesson 8: Using Metrics to Manage Better
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Module 2 - Lesson 9: Developing a Replicable Scalable Sales Model
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Module 2 - Lesson 10: 60-Day Sales Plan Implementation Plan
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Module 2 - Lesson 11: Scorecard Example
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3
Module 3: How to Hire the Right Salesperson
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Module 3 - Lesson 1: Introduction
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Module 3 - Lesson 2: Eight Types of Salespeople and How Each Affects Your Business Success
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Module 3 - Lesson 3: Corporate Life Cycle - Four Stages of Any Corporate Life Cycle Model and How to Determine Where You Are
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Module 3 - Lesson 4: Hiring to Match Your Corporate Life Cycle
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Module 3 - Lesson 5: Finding the Right Fit - Interviewing Candidates
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Module 3 - Lesson 6: Six Characteristics of Successful Salespeople Who Hit Their Quota
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Module 3 - Lesson 7: Managing Salespeople Who Work in a Virtual Office
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Module 3 - Lesson 8: Locating Sales Candidates
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Module 3 - Lesson 9: 90-Day Jump Start Sales Plan
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4
Module 4: How To Develop A Reseller Channel And Or Become A Vendor Partner
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Module 4 - Lesson 1: Introduction
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Module 4 - Lesson 2: Channel Partner Management
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Module 4 - Lesson 3: Is Channel Partnership Right for You?
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Module 4 - Lesson 4: Channel Partner Concentric Circle
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Module 4 - Lesson 5: Guidelines for Channel/Alliance Partners
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Module 4 - Lesson 6: Evaluating Channel/Alliance Partners
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Module 4 - Lesson 7: Managing the Channel/Alliance Partner Program - Top Down
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Module 4 - Lesson 8: Making the Most of Your Partnerships
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Module 4 - Lesson 9: Marketing Tools - 12 Channel Marketing Tools Needed to be Successful
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Module 4 - Lesson 10: Channel Partner Metrics - 9 Sales Metrics to Determine If Your Channel Relationships Are Working
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5
Module 5: Financial Management for Sales Managers
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Module 5 - Lesson 1: Introduction
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Module 5 - Lesson 2: Basic Definitions
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Module 5 - Lesson 3: How to Read and Understand a P&L Like an Accountant
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Module 5 - Lesson 4: How to Manage Sales by Metrics
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Module 5 - Lesson 5: How to Calculate Your Sales Department's Business Growth Model
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Module 5 - Lesson 6: How to Use Financial Statements to Help Increase Your Department's Success
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Module 5 - Lesson 8: The Top 12 Monthly Financial and Management Metrics You Need to Monitor to Improve Your Sales and Marketing Team Performance
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Module 5 - Lesson 9: Why Most Sales and Marketing People Don't Use Financial Statements as a Management Tool and How to Overcome This Hesitation and Fear
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Module 5 - Lesson 10: Manage Your Line Item Detail
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Module 5 - Lesson 11: Introduction to Scorecards
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Module 5 - Lesson 12: How to Build a Sales Scorecard
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Module 5 - Lesson 13: How to Use Sales Financial Metrics to Educate Your Boss on What You Are Doing
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Module 5 - Lesson 14: Conclusion
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