Mastering Sales Leadership: Strategy, Operations & High-Impact Teams

What you will learn:

Develop high-impact sales strategies aligned with business objectives.
Implement and refine structured sales processes and funnels.
Master sales forecasting and target setting techniques.
Evaluate sales performance using key metrics and create impactful incentive programs.
Organize and optimize sales teams, including effective territory management.
Leverage data analytics to drive strategic sales decisions.
Harness the power of sales operations for enhanced efficiency.
Utilize sales technology effectively, including CRM systems and AI tools.
Build and lead high-performing sales teams.
Master advanced Excel techniques for sales data analysis.

Description

Transform your sales leadership and unlock explosive growth with our comprehensive sales management course!

Are you ready to transition from simply managing sales tasks to strategically leading your team towards remarkable achievements? This in-depth program is meticulously crafted for current and aspiring sales leaders, managers, and entrepreneurs aiming to establish, manage, and refine a thriving sales operation in today's dynamic market.

Go beyond the surface and grasp the core strategies and practical methods needed to guide your team from initial planning to peak performance and sustainable expansion. This course goes beyond basic sales training; it empowers you with the advanced skills and knowledge required to navigate the complexities of modern sales.

What awaits you:

Unlocking Sales Management Mastery: Delve into the essence of sales management, encompassing process optimization, funnel mastery, and strategic sales leadership.
Data-Driven Sales Excellence: Learn to leverage sales analytics and key performance indicators (KPIs) to make informed decisions, generate accurate sales forecasts, and establish impactful sales targets.
Crafting Winning Sales Strategies: Develop and implement robust sales strategies meticulously aligned with your company's overarching goals and market trends.
Optimizing Sales Team Performance: Structure your team efficiently, implementing effective territory management and performance evaluations. Design impactful incentive structures to motivate and reward top performers.
Becoming a High-Impact Sales Leader: Discover proven leadership techniques including best practices for your initial 90 days, effective B2B/B2C strategies, and fostering a high-performing, collaborative team environment.
Harnessing the Power of Sales Operations: Learn how to treat Sales Ops as a strategic advantage, understanding its critical partnership with the sales team, ensuring data integrity, and leveraging its forecasting abilities.
Mastering Sales Technology & Tools: Explore essential CRM systems, AI-driven solutions, automation techniques, personalization strategies, and sales enablement best practices.
Excel-Based Sales Data Analysis: Gain practical expertise in analyzing sales data using Excel, encompassing core functions, pivot tables, VBA scripting, and data integration methods.

Whether you're seeking to update your skills or take on a leadership role, this course offers the robust framework and practical tools necessary for achieving success and delivering substantial results.

About MTF Institute: MTF Institute of Management, Technology and Finance is a global leader in hybrid education, partnering with industry giants like IBM, Intel, and Microsoft. With a presence in 217 countries and over 775,000 students, we're committed to providing high-quality, practical education.

Course Instructor: Dr. Alex Amoroso, a distinguished academic and industry expert, brings extensive experience in research, strategy, and product development to this course.

Ready to transform your sales leadership and operations? Enroll now!

Curriculum

Introduction

This introductory section sets the stage for the course. The "Introduction to the course" lecture provides an overview of what to expect, while the "Welcome to MTF" lecture introduces the MTF Institute, its mission, and its global reach, establishing credibility and context for the program's high standards.

Sales Management

This core section dives deep into the fundamentals of sales management. Lectures cover essential concepts like understanding the sales process and managing the sales funnel effectively. It also delves into vital aspects such as sales forecasting, setting realistic targets, developing and implementing effective sales strategies, structuring and organizing your sales team, managing sales territories strategically, evaluating sales performance, and creating incentive compensation plans that motivate sales teams. The module concludes with a detailed examination of sales analytics and performance metrics, allowing for data-driven decision-making.

Sales Leader Guide

This section provides practical guidance for sales leaders. Lectures cover essential topics including a guide for the first 90 days as a sales leader, frameworks for developing strategies for both B2B and B2C markets, effective sales metrics beyond revenue and quota attainment, building and fostering a high-performing team culture through coaching and compensation strategies, comprehensive sales process mapping, leveraging the power of CRM, and harnessing the potential of modern sales technologies such as AI, automation, and personalization. The section also covers lead generation strategies for both B2B and B2C contexts and various sales forecasting methods.

Foundation of Sales Operations

This section explores the strategic role of sales operations in driving sales success. It begins by highlighting sales operations as a crucial engine for high-performing sales organizations. It then delves into the strategic partnership between sales operations and sales teams, emphasizing the importance of data accuracy and integrity. The section further explores the role of sales operations in revenue forecasting and examines essential tools and technologies used within sales operations.

Supplementary Module: Analysis of Sales Operations with Excel

This practical module focuses on enhancing data analysis skills using Microsoft Excel. Starting with logical functions, lookup and reference functions, and text functions, the module progresses to pivot tables, advanced charting, conditional formatting, data tables, data validation, and text-to-columns operations. It also delves into essential VBA commands and concepts including macro recording, editing, automation, debugging, and data integration using JSON, SQLite, and advanced filtering techniques using dynamic arrays. Finally, a comprehensive case study demonstrates practical analysis of sales operational data using Excel.

Bonus Section: Next Steps

This short bonus section provides concluding thoughts and next steps to help students solidify their learning and continue their sales leadership journey.

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