Course curriculum

  • 1

    Module 1: Introduction

    • Module 1 - Lesson 1: Introduction and Overview

  • 2

    Module 2: How To Develop A Sales Plan, Calculate Sales Quotas And Manage Sales Teams By Metrics

    • Module 2 - Lesson 1: What is a Sales Plan?

    • Module 2 - Lesson 2: Developing an Accurate Sales Plan

    • Module 2 - Lesson 3: Elements of a Sales Plan

    • Module 2 - Lesson 4: Calculating Sales Quotas Accurately

    • Module 2 - Lesson 5: Sales Scorecard

    • Module 2 - Lesson 6: Building a Sales Scorecard

    • Module 2 - Lesson 7: Tracking Sales Metrics

    • Module 2 - Lesson 8: Using Metrics to Manage Better

    • Module 2 - Lesson 9: Developing a Replicable Scalable Sales Model

    • Module 2 - Lesson 10: 60-Day Sales Plan Implementation Plan

    • Module 2 - Lesson 11: Scorecard Example

  • 3

    Module 3: How to Hire the Right Salesperson

    • Module 3 - Lesson 1: Introduction

    • Module 3 - Lesson 2: Eight Types of Salespeople and How Each Affects Your Business Success

    • Module 3 - Lesson 3: Corporate Life Cycle - Four Stages of Any Corporate Life Cycle Model and How to Determine Where You Are

    • Module 3 - Lesson 4: Hiring to Match Your Corporate Life Cycle

    • Module 3 - Lesson 5: Finding the Right Fit - Interviewing Candidates

    • Module 3 - Lesson 6: Six Characteristics of Successful Salespeople Who Hit Their Quota

    • Module 3 - Lesson 7: Managing Salespeople Who Work in a Virtual Office

    • Module 3 - Lesson 8: Locating Sales Candidates

    • Module 3 - Lesson 9: 90-Day Jump Start Sales Plan

  • 4

    Module 4: How To Develop A Reseller Channel And Or Become A Vendor Partner

    • Module 4 - Lesson 1: Introduction

    • Module 4 - Lesson 2: Channel Partner Management

    • Module 4 - Lesson 3: Is Channel Partnership Right for You?

    • Module 4 - Lesson 4: Channel Partner Concentric Circle

    • Module 4 - Lesson 5: Guidelines for Channel/Alliance Partners

    • Module 4 - Lesson 6: Evaluating Channel/Alliance Partners

    • Module 4 - Lesson 7: Managing the Channel/Alliance Partner Program - Top Down

    • Module 4 - Lesson 8: Making the Most of Your Partnerships

    • Module 4 - Lesson 9: Marketing Tools - 12 Channel Marketing Tools Needed to be Successful

    • Module 4 - Lesson 10: Channel Partner Metrics - 9 Sales Metrics to Determine If Your Channel Relationships Are Working

  • 5

    Module 5: Financial Management for Sales Managers

    • Module 5 - Lesson 1: Introduction

    • Module 5 - Lesson 2: Basic Definitions

    • Module 5 - Lesson 3: How to Read and Understand a P&L Like an Accountant

    • Module 5 - Lesson 4: How to Manage Sales by Metrics

    • Module 5 - Lesson 5: How to Calculate Your Sales Department's Business Growth Model

    • Module 5 - Lesson 6: How to Use Financial Statements to Help Increase Your Department's Success

    • Module 5 - Lesson 8: The Top 12 Monthly Financial and Management Metrics You Need to Monitor to Improve Your Sales and Marketing Team Performance

    • 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

    • Module 5 - Lesson 10: Manage Your Line Item Detail

    • Module 5 - Lesson 11: Introduction to Scorecards

    • Module 5 - Lesson 12: How to Build a Sales Scorecard

    • Module 5 - Lesson 13: How to Use Sales Financial Metrics to Educate Your Boss on What You Are Doing

    • Module 5 - Lesson 14: Conclusion