Professional Sales Management Online

The Professional Sales Management course examines the unique challenges faced by sales managers in Canadian organizations. It will build your skills in the three key areas of sales management: leadership, business management, and talent management. 

Learners will walk away with a better ability to translate an organization’s vision into a meaningful vision for them and their team, and a deeper understanding of how to manage and coach salespeople with varying degrees of motivation, experience, skill, and success. In this 5-week online course, you will learn how to better facilitate the movement and interpretation of sales data, coaching best practices, tracking of metrics, and forecasting.  


Use promo code PSM20 and save $200 at checkout!


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Course Format


Learners will be engaged in an instructor-led 5-week online program.  


Date 

Time (EST) 

Content Covered 

Week 1 – Tuesday 

9:00 – 11:30 

Module 1: Roles of the Sales Manager 

Week 1 – Thursday 

9:00 – 11:30 

Module 1: Roles of the Sales Manager 

Week 2 – Tuesday 

9:00 – 11:30 

Module 2: Leadership 

Week 2 – Thursday 

9:00 – 11:30 

Module 2: Leadership 

Week 3 – Tuesday 

9:00 – 11:30 

Module 3: Managing Sales Performance 

Week 3 – Thursday 

9:00 – 11:30 

Module 4: Talent Management 

Week 4 – Tuesday 

9:00 – 11:30 

Module 4: Talent Management 

Week 4 – Thursday 

9:00 – 11:30 

Module 4: Talent Management & Program Wrap 

Week 5 

Online Anytime 

Final Knowledge Check Quiz 


You will learn in a variety of ways such as interactive classwork, application activities and roleplays through a collaborative web conferencing experience including whiteboard tools, slides, a digital textbook, and breakout rooms for discussions. 


Why Online?

The Professional Sales Management Online course allows learners to have the flexibility to study from home or the office, and engage with a wide variety of sales professionals across the country. 
 
This course is designed to help learners get the most out of their online experience through discussions with peers, facilitator instruction and coaching, and personalized feedback. 

Who Should Attend

  • Managers or soon-to-be managers that are looking for strategies, tools, and processes to build and drive a successful sales team and culture
  • New and experienced sales managers or directors, business-owners and entrepreneurs, sales professionals that desire to move into management

Learning Outcomes

Module 1: Roles of the Sales Manager

  • Describe how selling and sales management has changed
  • Gain clear expectations of the multiple roles you play as a Professional Sales Manager, from Strategist to Talent Manager

Module 2: Leadership

  • Create tailored go-to-market sales strategies for each of your customer segments
  • Shape your sales culture by effectively defining and delivering your vision with a five-step process
  • Successfully guide your team through periods of change or upheaval with specific and proven change management techniques

Module 3: Managing Sales Performance

  • Define a formal sales process for your team and identify the skills required to be successful every step of the way
  • Predict sales performance with specific budgets for each rep
  • Develop forecast templates that help keep you and your reps on track

Module 4: Talent Management 

  • Understand the tools that support sales performance management
  • Formalize talent management with a structure process
  • Create a recruitment plan that ensures you’re using every avenue to find the right candidates
  • Develop motivational compensation plans that make financial sense
  • Screen candidates using specific criteria and tools and conduct structured, in-depth interviews that provide deeper insights into each candidate
  • Select the appropriate type of training for your team and take the steps to measure results
  • Use collaborative coaching and individual performance plans to improve the effectiveness of each one of your reps
  • Complete regular performance reviews that provide constructive feedback and support performance plans

What do I get when I complete the course?

Upon completion of this program, learners will receive a certificate of completion from the CPSA. The program is aligned to meet partial educational requirements for the Certified Sales Leader (CSL) designation offered by the CPSA Institute. 

How is this course graded?


 Class Participation70%
Final Knowledge Check30%


A grade of 70% overall, and 70% on the Final Knowledge Check is required to pass the course. Learners must attend all live sessions to pass the course. 

Course Cancellation Policy

Program
Location
Dates
Start/End Time
09:00 (09:00 AM) to 23:00 (11:00 PM)
Course Fee
New Attendees (Non-Members)
$1,694.00

Includes a 1-year CPSA Membership

Members
$1,395.00
Instructor
Location
Online
Course Language
English
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