Managing for Frictionless Sales from Coursera

This course introduces you to the Frictionless Sales Framework and how it can enable your sales team to be more effective and efficient. You’ll learn how to measure your team’s effectiveness with a Rep Efficiency Audit. You will discover how to create a sales process that aligns with your targeted buyer’s journey as well as your business goals. You’ll also learn how to create an effective sales training program, hiring strategy and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

By the end of this course you will be able to:

• Define a sales process that minimizes friction in sales and is based on the target buyer’s journey

• Create an effective sales training and coaching program

• Create a sales hiring strategy that enables you to find the right people for your team

• Implement a successful sales onboarding process to align your new hires with your business goals

Regardless of your current experience, this course will instruct you on how to create an effective sales process and how to hire, coach, and manage an effective sales team. This course is intended for anyone interested in jumpstarting their career in sales - whether you’re changing careers and looking for an entry-level role, or want to hone your skills in your current role as a sales representative. It does not require any background knowledge or experience to get started.

Throughout the course, you will complete exercises that ask you to apply the skills you have learned in a practical way, such as completing a Rep Efficiency Audit, mapping your sales process, and implementing a coaching process using the GROW model.

What's inside

Syllabus

Adopting a Frictionless Sales Mindset

In the first week you will be introduced to the Frictionless Selling Framework and how to apply this framework so your team can spend more time selling and be aligned with your target buyer. You’ll also learn how to transform your sales team by giving them consistent opportunities to learn and improve.

Establishing a Sales Process

This week you will examine the Jobs Theory and how it can be used to help you target the right buyers for the product you are selling. You’ll also dive deeper into the buyer’s journey and how this will shape your sales process.

Coaching and Growing a Sales Team

In the third week you will focus on the importance of an effective sales training program in reaching your sales goals. You’ll also learn various coaching techniques to help your sales team members become even more successful.

Hiring and Onboarding Sales Reps

In the final week you will learn how to develop a strategy for hiring the best sales representatives and how to create an onboarding process that will ensure their success. You’ll finish out the course with some helpful tips for searching, applying, and interviewing for your next role.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Teaches the Frictionless Sales Framework, which helps sales teams improve effectiveness and efficiency

Suitable for beginners and experienced sales professionals alike, regardless of background or experience

Provides practical exercises to help apply skills, including a Rep Efficiency Audit and coaching using the GROW model

Covers key aspects of sales process management, including defining a process, creating a sales training program, and hiring and onboarding sales reps

Taught by Kyle Jepson, an experienced sales professional and instructor

Emphasizes alignment with the target buyer's journey to increase sales effectiveness

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Managing for Frictionless Sales with these activities:

Find a mentor in the sales field

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A mentor can provide guidance and support as you develop your sales career.

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Identify the qualities you are looking for in a mentor
Research and find potential mentors
Reach out to potential mentors and introduce yourself
Set up regular meetings to discuss your progress and get feedback

Join a study group

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Study groups can provide support, motivation, and opportunities for discussion.

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Organize a study group of 3-5 participants
Meet regularly to discuss course material
Work together on assignments and projects
Quiz each other on key concepts

Read and summarize the following book

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This book provides a practical overview of the process of creating and testing strategies for customer acquisition.

View Traction on Amazon

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Read through each chapter thoroughly
At the end of each chapter, write a one-page summary of the key takeaways
Apply the concepts in the sales process to your team

Five other activities

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Role play sales scenarios

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Role playing can help you to develop your communication and negotiation skills.

Browse courses on Sales Techniques

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Identify a sales scenario that you want to practice
Find a partner to role play with
Take turns playing the role of the salesperson and the customer
Debrief after each role play to discuss what went well and what could be improved

Practice active listening skills

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Active listening is essential for building rapport with clients and understanding their needs.

Browse courses on Active Listening

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Find a partner and take turns practicing active listening
One person speaks for 2 minutes while the other person listens actively
The listener then summarizes what they heard
Repeat the process, switching roles

Attend a sales workshop

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Sales workshops can provide you with the opportunity to learn from experts and network with other professionals.

Browse courses on Sales Techniques

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Research and find a sales workshop that aligns with your interests
Register for the workshop
Attend the workshop and take notes
Apply what you learned in the workshop to your sales process

Create a sales pitch for a new product

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Creating a sales pitch will help you to understand the key features and benefits of a product.

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Research the product and its target market
Identify the key features and benefits of the product
Develop a persuasive sales pitch that highlights the benefits of the product
Practice delivering the sales pitch

Contribute to open source projects

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Contributing to open source projects can help you develop your skills and learn from others.

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Find a project that you are interested in
Read the documentation
Start contributing by fixing bugs or adding features
Collaborate with other contributors

Career center

Learners who complete Managing for Frictionless Sales will develop knowledge and skills that may be useful to these careers:

Sales Representative

A Sales Representative is responsible for selling products or services to customers. This course can help you develop the skills needed to become a successful sales representative. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

See salaries and explore the career path for Sales Representative

Sales Manager

A Sales Manager can lead a team of sales representatives to help a business sell its products or services. This course can help you develop the skills needed to become an effective sales manager. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

See salaries and explore the career path for Sales Manager

Business Development Manager

A Business Development Manager is responsible for generating new business opportunities for a company. This course can help you develop the skills needed to become a successful business development manager. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

See salaries and explore the career path for Business Development Manager

Account Manager

An Account Manager is responsible for managing relationships with existing customers. This course can help you develop the skills needed to become a successful account manager. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

See salaries and explore the career path for Account Manager

Sales Engineer

A Sales Engineer provides technical expertise to customers during the sales process. This course can help you develop the skills needed to become a successful sales engineer. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

See salaries and explore the career path for Sales Engineer

Marketing Manager

A Marketing Manager is responsible for developing and executing marketing campaigns. This course may help you develop the skills needed to become a successful marketing manager. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

See salaries and explore the career path for Marketing Manager

Operations Manager

An Operations Manager is responsible for overseeing the day-to-day operations of a business. This course may help you develop the skills needed to become a successful operations manager. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

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Product Manager

A Product Manager is responsible for developing and launching new products. This course may help you develop the skills needed to become a successful product manager. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

See salaries and explore the career path for Product Manager

Finance Manager

A Finance Manager is responsible for overseeing the finance department of a company. This course may help you develop the skills needed to become a successful finance manager. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

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Project Manager

A Project Manager is responsible for planning, executing, and closing projects. This course may help you develop the skills needed to become a successful project manager. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

See salaries and explore the career path for Project Manager

Data Analyst

A Data Analyst is responsible for collecting, analyzing, and interpreting data to help businesses make better decisions. This course may help you develop the skills needed to become a successful data analyst. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

See salaries and explore the career path for Data Analyst

Consultant

A Consultant provides advice and guidance to businesses on a variety of topics. This course may help you develop the skills needed to become a successful consultant. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

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Information Technology Manager

An Information Technology Manager is responsible for overseeing the information technology department of a company. This course may help you develop the skills needed to become a successful information technology manager. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

See salaries and explore the career path for Information Technology Manager

Customer Success Manager

A Customer Success Manager is responsible for ensuring that customers are satisfied with a company's products or services. This course may help you develop the skills needed to become a successful customer success manager. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

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Human Resources Manager

A Human Resources Manager is responsible for managing the human resources department of a company. This course may help you develop the skills needed to become a successful human resources manager. You will learn how to create a sales process that is aligned with your target buyer's journey and your business goals. You will also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

See salaries and explore the career path for Human Resources Manager