B2B Sales Management – B2B Sales Essentials℠, B2BSE-28

Session Length: 18 hours | Target: B2B supervisors and above | Prerequisites: B2BSE-25 | Delivery: taught live or via webinar

This module focuses on the current and emerging best practices in three crucial areas of B2B sales management: sales staff management, sales management, and sales operations management. Success is required in all three areas in order to deliver the revenue, gross margins, expense control, and market share needed by today’s solutions providers.

Topics in B2B Sales Management include:

• Effective Sales Staff Management Practices:
  • Understanding and applying learning styles (BMG assessment required)
  • Making sales meetings effective
  • Sales coaching
  • Field observation with staff (ride-along days)
  • Holding effective one-on-ones with staff
  • Holding effective career development discussions
  • Helping sales staff manage their time
  • Topgrading
• Sales Management Functions:
  • Working ON, not just IN the business
  • Allocating and managing your own time
  • Sales forecasting
  • Sales goals and achievement
  • Account planning
  • Asking your boss for help
  • Corporate account reviews
• Sales Operations Management:
  • Using your sales reports effectively
  • Sales compensation planning
  • Managing your projects effectively (Big10)
  • Understanding KPIs
  • Understanding gross margin
  • Understanding expense control