Sales Management

HubSpot via HubSpot Academy

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Details

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Provider

HubSpot Academy
Pricing

Free Certificate
Languages

English
Certificate

Certificate Available
Duration & workload

3-4 hours
Sessions

On-Demand
Level

Beginner

Found in

Overview

Most sales manager are former salespeople who have been promoted. They know how to sell but often don't know how to lead a team. If you're a new sales manager, or thinking about becoming a manager, this certification course is for you! In it, you'll learn how to define your target market, create a scalable sales process, and build training, coaching, hiring, and onboarding programs to help your sales team grow better.

Define your sales process and playbook, and communicate it effectively
Build sales training, coaching, and onboarding programs to help your sales team grow better
Develop a sales recruiting and hiring strategy that elevates your team

Syllabus

Welcome to the Sales Management Training

Welcome to the Sales Management Training

Using Jobs to Be Done in Sales

Knowing who you sell to is only half the battle. You need to understand why people buy from you. In this class, Clay Christensen of Harvard Business School explains how to use the Jobs to Be Done framework to gain a deeper understanding of what motivates your buyers. It might surprise you.

How to Map a Sales Process

Your sales process should be the foundation of everything your sales organization does. In this lesson, you'll learn how to create a sales process that's robust enough to power your sales team's long-term growth. Mark Roberge of Harvard Business School will explain the buyer's journey, and successful practitioners from many different organizations will talk through how to turn the buyer's journey into a sales process that will guide everything your sales team does. You'll learn how to define the steps of your sales process, how to choose a sales methodology to help your team execute those steps, how to combine your process and methodology into a playbook, and how to improve your sales process over time.

Sales Training Techniques and Ideas

Sales training gets a bad rap, and it probably deserves it. In this lesson, you'll learn how to create a training program that your team will want to engage with and that will drive results. We'll talk about how to identify training topics, how to structure a training that gets results, how to choose a person to deliver the training, and how to measure your program's overall success.

Sales Coaching Training for Managers

Coaching is a sales manager's most important function. In this lesson, you'll learn how to create a coaching program that will drive results. We'll talk about why coaching is important, how to improve your coaching skills, and how to foster a coaching culture so that your reps will coach each other. We'll also talk about how to help low performers improve and when it's time to fire someone who isn't producing the results you need them to.

How to Hire Sales Reps

Hiring is perhaps the hardest responsibility you have as a sales manager, and the stakes couldn't be higher. In this lesson, you'll learn how to make recruiting and hiring salespeople a process that will build a pipeline of talent you can rely on. We'll also discuss how to create an interview process that will uncover the skills and traits that are most important to your team's success and that will help you make good hiring decisions.

Secrets of Sales Onboarding Success

A new salesperson's first few days on the job are critical to their overall success. In this lesson, you'll learn how to create an onboarding program that will help your newest teammates succeed. We'll discuss how to decide what to cover in onboarding and what to do with the information you decide not to cover. By the end of this course, you'll be able to create an onboarding program that will sustain your reps well beyond their first few days.

Sales Management Training Next Steps

Learn what to do after completing the Sales Management Training Course

Reviews

4.8 rating, based on 4 Class Central reviews

Start your review of Sales Management

Sondos Mattar @Sondos

truly enjoyed this course.” “I appreciated how the instructor surveyed the class before to get a sense of what we all wanted to take away from the course.” “The instructors were fantastic – very knowledgeable and willing to answer questions as they came up.
Khadim Hussain Malik

I recently had the opportunity to enroll in the Sales Management Mastery course, and I must say, it was an enlightening experience. As someone who works in sales, I've always understood the importance of effective sales management, but this course t…

I recently had the opportunity to enroll in the Sales Management Mastery course, and I must say, it was an enlightening experience. As someone who works in sales, I've always understood the importance of effective sales management, but this course truly elevated my understanding and skill set in this critical area.

The course structure was well-designed, starting from the fundamentals and gradually delving into more advanced concepts. What stood out to me was the seamless blend of theoretical knowledge with practical applications. Each module was meticulously crafted, providing comprehensive insights into various aspects of sales management, such as team leadership, performance evaluation, strategic planning, and customer relationship management.

One of the highlights of the course was the emphasis on modern sales techniques and technologies. The instructors incorporated the latest industry trends and best practices, ensuring that learners stay ahead in today's competitive market. Additionally, the inclusion of real-life case studies and interactive exercises helped solidify the concepts discussed in the lectures.

Moreover, the instructors were highly knowledgeable and engaging. They brought years of practical experience to the table, sharing valuable anecdotes and tips that added immense value to the learning process. The discussions were not only informative but also inspiring, motivating me to implement new strategies and approaches in my own sales management role.
Akshit Kharwar

it was great course with lots of learning material i was very excited to do this course i completed this course within 2 days
Kiran Sirigiri

GOT A GOOD IDEA OF THE PROCESS OF HIRING, TRAINING AND COACHING NEW AND EXISTING STAFF. WAS HELPFUL, THANKS.

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