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Sales Management II | STVZ.803


Building on concepts learned in Sales Management I, Sales Management II introduces higher-level data skills to forecast revenue, identify upcoming challenges, manage rep performance, communicate revenue news to different audiences, and get revenue back on track for goal achievement.

You’ll start by developing or updating a company’s go-to-market strategy and identifying a compelling problem/opportunity from a current, relevant situation faced by managers enrolled in the course or a prepared case study. Through detailed case study simulations and role-play assignments, you’ll practice various forecasting methods and learn how to build, communicate, and execute realistic gap plans that build the manager’s credibility and earn the confidence of the sales team and senior management.

The main course deliverable—a capstone project paper and verbal presentation of sales plan recommendations—will demonstrate your mastery of market and product knowledge, forecasting, gap analysis and mitigation, and optimal coaching and collaboration for sales performance.

Learning Outcomes

  • Research and develop a comprehensive go-to-market plan.
  • Analyze and assess strategic alliances.
  • Evaluate the organization’s sales cycle, including average time per stage and close rates.
  • Forecast revenue and predict revenue disruption.
  • Calculate and mitigate revenue gaps.
  • Evaluate rep performance. Plan for employee growth and development.
  • Model the executive voice in managing conflict and communicating.

Prerequisites

None.

Skill & Technical Requirements

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.

This course is related to the following programs:

Sections Open for Enrollment:

Open Sections and Schedule
Start / End Date Units Cost Instructor
08-11-2022 to 10-27-2022 4.5 CEUs $4500

Jim Hynes

Bernice Burns

Shawna Devlin

Debbie Holzkamp

Stephanie King

Enroll

Schedule

Date: Start Time: End Time: Meeting Type: Location:
Thu, 08-11-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE
Thu, 08-18-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE
Thu, 08-25-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE
Thu, 09-01-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE
Thu, 09-08-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE
Thu, 09-15-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE
Thu, 09-22-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE
Thu, 09-29-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE
Thu, 10-06-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE
Thu, 10-13-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE
Thu, 10-20-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE
Thu, 10-27-2022 5:30 p.m. 7:00 p.m. Live-Online REMOTE