Sales Management I | STVZ.802

To build a comprehensive sales plan for a small, mid-size, or large company, aspiring sales managers, current sales managers, and entrepreneurs will build their business management skills through detailed case study simulations and role-play assignments.

After completing a brief online pre-course survey to help you and your instructors determine an appropriate case study for your learning objectives and career aspirations, you will research and develop a go-to-market strategy for a company with this compelling problem/opportunity. A link to this survey will be sent to students upon enrollment in the course.

You’ll go on to study territory design and select structures appropriate for the specific case; define a best-practice staffing plan and the sales roles needed to meet revenue goals; practice with CRM technology and learn techniques for assuring its adoption by sales teams. You will practice communicating expectations and critical feedback effectively and define the optimum compensation plans for meeting goals. All these components come together in the main course deliverables—a capstone project paper and an oral presentation on the sales plan recommendation.

• Research and develop a comprehensive go-to-market plan.
• Analyze and assess strategic alliances.
• Critique market, solution fit, revenue model, and organizational factors.
• Construct a sales territory plan.
• Evaluate sales, performance, and compensation-related information effectively.
• Persuade sellers of the benefits of CRM technology to develop and encourage acceptance and adoption by sellers.
• Acquire knowledge of best practices in staffing and recruitment.
• Design sales compensation.
• Calculate and distribute revenue goals across the organization.

Prerequisites

None.

Technical Requirements

• Reliable high-speed internet access for live-online meetings, videos, and audio through headphones or speakers.
• Microsoft Office, Google Docs, OpenOffice, or other compatible word processing software.
• PowerPoint and Word for presentations.
• Zoom will also be required to access the live-online or coaching sessions.
• Built-in or USB plug-in web camera and speakers.

Skill Requirements

• Use a web camera
• Copy and paste functions
• Attach documents
• Use upload features in the LMS
• Upload and view documents in PDF format. (You may need to download Adobe Acrobat Reader to open PDF files. Apple OS X Preview application allows you to open PDFs.