Course

Course Summary
Credit Type:
Course
ACE Course Number:
STJB-0004
Organization:
Length:
12 weeks
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 3 sales management
Description

Objective:

The course objective is to build on concepts learned in Sales Management One. It teaches higher-level skills for using data to forecast revenue, identify upcoming challenges, manage rep performance, communicate revenue news to different audiences, and get revenue back on track for goal achievement.

Learning Outcomes:

  • forecast revenue according to one or more sales forecast models
  • analyze the organization's sales cycle, including average time per stage and close rates
  • predict revenue disruption by analyzing leading indicators in the customer relationship management system (CRM)
  • identify and calculate revenue gaps
  • develop realistic action plans to mitigate revenue gaps
  • communicate mitigation plans appropriately to the team and up the chain of command
  • coach and develop rep performance, up to and including how to address serious performance issues
  • develop executive voice for managing conflict and communicating to various audiences with candor and maturity

General Course Topics:

  • The general course topics go-to-market plan
  • Forecasting and understanding sales cycles and close rates
  • Predicting revenue disruption through CRM (customer relationship management) system analysis
  • Accelerating revenue to close a gap
  • Communicating up
  • Building a culture of continuous learning
  • Collaborative coaching to drive success
  • Managing performance challenges
  • Collaboration
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Case Studies
  • Classroom Exercise
  • Computer Based Training
  • Discussion
  • Learner Presentations
  • Lectures
  • Practical Exercises

Methods of Assessment:

  • Case Studies
  • Performance Rubrics (Checklists)
  • Presentations
  • Written Papers

Minimum Passing Score:

73%
Supplemental Materials