Join a live cohort of SMA members enrolled in our Certified Sales Manager Professional program for Introduction to Sales Management. We’ll offer enrollment in an instructor-led cohort approximately once per quarter. Learners may also opt to take the course asynchronously beginning in September 2024.
Course Format
The live, web-based class is approximately two hours long, and includes a 10 minute break. Live participants may submit questions throughout the session.
Certification Credit
Introduction to Sales Management satisfies requirements for our Certified Sales Management Professional certification.
Topics
- Welcome to sales management
- Emerging competencies of high-performing sales managers
- The impact of culture on sales organization performance
- Sales talent management
- Performance management fundamentals
- Developing salespeople
- Engaging customers and opportunities as a manager
- Establishing management cadence
- The role of incentives
- Managing internal resources and demands
- Supporting salespeople
- Summing up: where sales management matters
