Certificate Series
Effective Sales Management
Online Executive Education
Elevate Your Career. Make an impact.
Program Overview
Benefits
As markets and customers evolve, the successful sales manager will be the one capable of reinventing a sales organization before market trends make it obsolete. This program addresses the changing business environment and the key role that sales management plays in creating a marketdriven organization. Sales practitioners will acquire a greater appreciation of the need for a more integrative approach to linking sales strategy with the overall organizational strategy, and explore best practices across some of the core decisions that drive sales force effectiveness.
By the end of this program, participants will be able to:
Lead and implement a comprehensive, strategic and tactical approach across all facets of your sales organization.
Develop account management and segment
management strategies based on customer profitability.
Translate your corporate strategy into sales strategies, tasks, and processes easily understood by the sales teams and the rest of the organization.
Establish a flexible approach that enables you to read just strategies to drive growth in a changing marketplace.
Program Outline Who Should Attend Whether you are set for a sales management promotion, you assume a new sales role or transitioning to a commercial function, this program provides you the skills and strategies you need to understand and successfully execute the sales process. It is designed for those with a desire to be best-in-class in sales leadership, those managing sales processes for products or services, line executives and managers with direct responsibility for a firm's selling efforts, practitioners who are responsible for planning, analysis, control and direction of the sales organization, and professionals who desire to gain further understanding of their organizations’ sales function and how it fits within the overall strategy.
Special Feature Three week on-line self-coaching program that includes a unique self-assessment tool, personalized feedback, and follow-up centered around work-life balance.
Tuition Program Cost: $1,325 Duration: 5 weeks / 20 hours All program materials included.
Introduction to Sales Management
Core decisions that drive sales effectiveness Effective go-to-market strategy: your 'scorecard on a page'
Influencing through building human networks Organizing the Sales Team
Measuring the effectiveness of the sales team Determining the best sales-force size Sales Force Design
Selling roles, coverage models and channel design Sales force structure and deployment Segmenting clients, opportunities and buyers Identifying the sales competencies that drive success
Understanding buyer behavior Evaluate various prospecting method Practice how “to get” the appointment Planning and managing the process
The Account Development Process
Growing net new business and reducing sales cycle time Developing competitive strategy Elevating your status from vendor to 'trusted advisor Increasing client face time through technology
Effective Performance Management
Establishing a performance expectation system Providing better verbal feedback and writing formal reviews
NYIM sets the standard for high quality online executive education Our Approach Leading-edge curriculum drawn from Thought Leading Faculty with tested tools and practices used in the worlds’ leading organizations. Our programs are based on professional competencies desired for high performance in each field. Our courses encourage students to incorporate workplace issues into their studies, providing Real-world Application to many of the academic theories covered by our curriculum. NYIM executive education offers relevant course experience that practitioners can carry with them throughout their career. NYIM workforce development solutions offer Outstanding Student Support to track progress and performance of online students with strong focus in maintaining student motivation, commitment, and the successful completion of our programs. NYIM best-in-class programs improve business performance, profitability and employee satisfaction. Comprehensive curriculum design offering a unique Collaborative Learning Experience, high quality interaction, on time technical support and post course knowledge reinforcement. At the convenience of their schedule, practitioners will develop and maintain the critical skills needed to advance their career.
Workforce Wellbeing Many professionals face the challenge of how to maintain long-term high performance without compromising health and well-being. Throughout our programs, you have the option to assess your own well-being at this stage of your life and career. NYIM gives you the opportunity to develop new habits that enhance your quality of life by providing you access to a leading health and well-being service offered by Vivamea’s on-line self-coaching program.
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