The constant changing state of the world impacts us all personally and professionally. It fundamentally changes the way we as sales professionals work, as well as the kind of support our sales teams, clients and peers need from us and it’s vital that sales professionals have strategies and tactics that help them to remain focused. The Professional Sales Management Online course provides answers to the unique challenges faced by sales managers in Canadian organizations especially during times of uncertainty.
With Professional Sales Management Online you will strengthen the skills you need to exercise most during this time: leadership, business management, and talent management. Learners will understand how to motivate a remote team and your individual team and gain 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. You will also learn strategies to help you and your team deal with the added pressures and challenges of this uncertain time.
Download the Syllabus
Course Format
Learners will be engaged in an instructor-led 5-week online program.
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| | Module 1: Roles of the Sales Manager |
| | Module 1: Roles of the Sales Manager |
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| | Module 3: Managing Sales Performance |
| | Module 4: Talent Management |
| | Module 4: Talent Management |
| | Module 4: Talent Management & Program Wrap |
| | 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 and how to adapt to virtual team management during COVID-19
- 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 Participation | 70% |
| Final Knowledge Check | 30% |
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
Having trouble justifying the cost of this course? Download a template letter for your boss here.
Testimonial
"I have now taken two different courses from the CPSA. Fundamentals of Selling and Professional Sales Management. Both courses were absolutely fantastic and will be a mandatory course for all future sales reps that are brought on board at my current employer. The instructors are extremely knowledgeable and personable. They make the courses feel like discussions amongst colleagues rather than a traditional spew of information that is received in most academic settings. I would absolutely recommend the any of the offerings from the CPSA to anyone looking to up their Sales game."
Jack Lowry, Poitras Foundry