Sales Management Masterclass for Sales Managers & Management
Build, lead and improve a high-performing sales team with practical management systems
Created by Chukwuemeka Ajoku
What you'll learn
- Explain the importance and benefits of transitioning from salesperson to sales manager.
- Apply the MEDDIC sales qualification framework to improve team sales process discipline.
- Design a hiring process for salespeople and build the foundations of a high-performing sales team.
- Manage, motivate and inspire a sales team using clear expectations, coaching routines and recognition.
- Create an incentive system that encourages sustained effort and commercially useful behaviours.
- Align the goals and expectations of salespeople with company objectives, roles and performance standards.
- Train salespeople on the product or service the company sells using a repeatable onboarding and practice plan.
- Explain the role of sales management in supporting the growth of salespeople through coaching, feedback and development.
- Analyse the role of the sales manager at each step of the sales process and define where management adds value.
- Identify the causes of underperformance in salespeople and implement a structured improvement plan.
This course includes
- 4h 31m of learning
- 27 lessons
- 7 quizzes
- Access on mobile and desktop
- Full lifetime access
- Certificate of completion
Course content
7 sections • 28 lectures • 4h 31m total length
- The shift from player to coach 10m
- Core components of sales management 9m
- Setting expectations, roles and standards 10m
- Quiz: From Top Seller to Effective Sales Manager 6 questions
- The end-to-end sales process and management checkpoints 12m
- Applying MEDDIC to qualification 11m
- Embedding MEDDIC in team routines 11m
- Pipeline visibility and basic tracking 10m
- Quiz: Sales Process Leadership and MEDDIC 6 questions
- Defining the role and hiring scorecard 11m
- Interviewing and selecting salespeople 11m
- Onboarding and product or service training 11m
- Quiz: Hiring and Onboarding a High-Performing Sales Team 6 questions
- The manager’s role in salesperson growth 9m
- Coaching with observation and feedback 11m
- Running effective one-to-ones and team meetings 10m
- Using metrics to coach, not just control 10m
- Quiz: Coaching, Development and Performance Management 6 questions
- Aligning salesperson goals with company goals 10m
- Motivating and inspiring salespeople 11m
- Designing an incentive system 10m
- Quiz: Motivation, Incentives and Goal Alignment 6 questions
- Diagnosing the causes of underperformance 10m
- Creating a performance improvement plan 10m
- Making decisions: redeploy, retain or exit 9m
- Building your sales management operating plan 11m
- Quiz: Handling Underperformance and Building the Team Forward 6 questions
- Final assessment: Sales Management Masterclass for Sales Managers & Management 12 questions
Requirements
- Basic experience in a sales role or regular involvement in a sales process
- Familiarity with common sales activities such as prospecting, qualification, meetings and follow-up
- Access to a product or service context you can use for assignments and case exercises
Description
This course is designed for salespeople stepping into management, current sales managers who want better team results, and entrepreneurs responsible for sales performance. It covers the core components of sales management in a practical, easy-to-follow way: hiring, onboarding, qualification, coaching, motivation, incentives, performance tracking and handling underperformance.
You will move from the mindset of an individual contributor to the systems and behaviours required to lead a team. The course combines clear frameworks, assignments, quizzes and case-based exercises so you can apply each concept directly to your own team, product or service.
It is an honest, intermediate-level course focused on fundamentals done well. You will not get inflated promises; you will get a structured blueprint for creating a results-generating sales team, plus opportunities for Q&A, direct messaging and feedback on assignments.
Instructor
Chukwuemeka Ajoku
- 14 courses
A Skilled Programmer