Sales Management Foundations

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Drew Boyd

1:00:58

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[1] Introduction

[1] Successful sales team management.mp4

01:19

[2] 1. Understanding Sales Management

[1] What is sales management.mp4

02:45

[2] Defining the sales task.mp4

03:21

[3] 2. Acquiring Sales Talent

[1] Recruiting salespeople.mp4

03:48

[2] Conducting sales training.mp4

03:29

[3] Motivating salespeople.mp4

03:19

[4] 3. Creating a Sales Structure

[1] Defining a sales force structure.mp4

03:27

[2] Forecasting sales performance.mp4

02:53

[3] Creating sales territories.mp4

03:25

[4] Setting sales quotas.mp4

03:00

[5] 4. Managing Sales Teams

[1] Understanding sales compensation.mp4

02:31

[2] Designing sales compensation programs.mp4

03:47

[3] Communicating sales compensation.mp4

02:55

[4] Managing underperforming reps.mp4

03:20

[5] Measuring sales performance.mp4

03:55

[6] 5. Managing Sales Virtually

[1] Creating the virtual sales task.mp4

03:11

[2] Conducting virtual competency programs.mp4

02:41

[3] Creating virtual territories.mp4

04:03

[7] Conclusion

[1] Continuing your sales management journey.mp4

03:49

Description

When sales forces are managed well, companies drive more revenue. In this course, marketing professor Drew Boyd explains what sales management is, why it is important, and how you can get the skills you need to become an outstanding sales manager and recruit, train, retain, and manage a high-performing sales team. He reveals how to motivate individual salespeople and teams with compensation and quotas. Drew also provides an overview of creating and managing sales territories, including sales forecasting and evaluation of territories' performance. Last but not least, he shows you how to adapt all the lessons in this course to successfully manage in a remote/hybrid work environment.

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Sales Management

Drew Boyd

Instructor's Courses

Drew Boyd is a C-suite advisor on creativity and innovation, international public speaker, award-winning author, podcaster, and professor of marketing and innovation. He is widely recognized as one of the foremost experts, trainers and thought leaders in corporate innovation methods. Drew is the co-author of Inside the Box: A Proven System of Creativity for Breakthrough Results; and Adding Prestige to Your Portfolio: How to Use the Creative Luxury Process to Develop Products Everyone Wants. His work has been featured in numerous business publications such as The Wall Street Journal, Bloomberg, Forbes, Industry Week, Psychology Today, and Strategy+Business. Drew also hosts the podcast Innovation Inside the Box. Drew teaches, consults, and speaks extensively in the fields of innovation, persuasion, and strategy. He teaches business and government teams how to solve tough problems to create a culture of innovation and a flowing pipeline by reframing the innovation process in a way that makes people more—not less—creative.

Linkedin Learning

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LinkedIn Learning is an American online learning provider. It provides video courses taught by industry experts in software, creative, and business skills. It is a subsidiary of LinkedIn. All the courses on LinkedIn fall into four categories: Business, Creative, Technology and Certifications. It was founded in 1995 by Lynda Weinman as Lynda.com before being acquired by LinkedIn in 2015. Microsoft acquired LinkedIn in December 2016.