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Sales Management

HubSpot via HubSpot Academy

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

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