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.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Appropriate for students who have no prior experience in sales

Provides a systematic approach to creating a high-performing sales team

Covers key aspects of sales management, including hiring, training, and process optimization

Guided by a reputable instructor with expertise in sales training

Incorporates practical exercises to reinforce learning

Benefits those seeking to enhance their sales skills or transition into a sales role

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:

Review Sales Process Best Practices

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Understanding different sales processes will provide a solid foundation for understanding key sales concepts

Browse courses on Sales Process Optimization

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Review materials on sales process best practices
Reflect on your own experiences with sales processes
Identify areas for improvement in your own sales process

Practice Sales Pitches and Techniques

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Practice is crucial to improving sales skills

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Find tutorials or online resources on sales pitches and techniques
Follow the instructions and practice the techniques
Get feedback from a mentor or colleague

Participate in Sales Role-Playing Activities

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Engaging with peers in a sales context offers diverse perspectives and learning

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Find colleagues or peers to participate in role-playing activities
Take turns playing the roles of buyer and seller
Analyze and discuss the outcomes

Five other activities

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Practice Sales Pitches

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Selling is a skill that requires practice to master.

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Identify a prospective customer.
Develop a sales pitch tailored to the customer's needs.
Practice delivering the sales pitch.

Role-Play Sales Scenarios

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Role-playing can help you develop your sales skills.

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Work with a partner to develop a sales scenario.
Take turns playing the roles of the salesperson and the customer.
Provide feedback to your partner on their sales skills.

Complete Sales Simulation Exercises

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Simulations provide a safe environment to test and improve sales skills

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Find sales simulation software or online tools
Complete the simulations and review your performance
Identify areas for improvement and practice again

Create Sales Training Content

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Creating sales training content can help you solidify your understanding of sales techniques.

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Identify a sales topic that you want to learn more about.
Research the topic and gather information from a variety of sources.
Create a sales training presentation, article, or video.

Mentor Junior Sales Professionals

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Mentoring helps reinforce your own knowledge and skills while aiding others

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Identify opportunities to mentor junior sales professionals
Share your knowledge and experience
Provide feedback and support

Career center

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

Sales Manager

A Sales Manager is responsible for the strategic direction and operational efficiency of a sales team. This course can help you succeed in this role by providing you with the skills and knowledge you need to create and implement a frictionless sales process, hire and train a high-performing sales team, and coach and motivate your team to success.

See salaries and explore the career path for Sales Manager

Sales Executive

A Sales Executive is responsible for generating revenue by selling products or services to new and existing customers. This course can help you succeed in this role by providing you with the skills and knowledge you need to understand your target buyer's journey, create a compelling sales pitch, and close deals effectively.

See salaries and explore the career path for Sales Executive

Sales Representative

A Sales Representative is responsible for selling products or services to new and existing customers. This course can help you succeed in this role by providing you with the skills and knowledge you need to understand your target buyer's journey, create a compelling sales pitch, and close deals effectively.

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Business Development Manager

A Business Development Manager is responsible for generating new business opportunities for a company. This course can help you succeed in this role by providing you with the skills and knowledge you need to identify and qualify new leads, develop and implement sales strategies, and build relationships with key stakeholders.

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Sales Engineer

A Sales Engineer is responsible for providing technical expertise and support to sales teams. This course can help you succeed in this role by providing you with the skills and knowledge you need to understand complex technical products and services, develop and deliver effective sales presentations, and close deals.

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Account Manager

An Account Manager is responsible for managing relationships with existing customers. This course can help you succeed in this role by providing you with the skills and knowledge you need to build strong customer relationships, identify and upsell new opportunities, and resolve customer issues.

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Sales Trainer

A Sales Trainer is responsible for training and developing sales teams. This course can help you succeed in this role by providing you with the skills and knowledge you need to design and deliver effective sales training programs, coach and mentor sales professionals, and evaluate sales performance.

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Customer Success Manager

A Customer Success Manager is responsible for ensuring that customers are satisfied with their products or services. This course can help you succeed in this role by providing you with the skills and knowledge you need to build strong customer relationships, identify and resolve customer issues, and upsell and cross-sell new products and services.

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Sales Analyst

A Sales Analyst is responsible for collecting, analyzing, and interpreting sales data. This course can help you succeed in this role by providing you with the skills and knowledge you need to identify sales trends, develop sales forecasts, and make data-driven recommendations to improve sales performance.

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Sales Consultant

A Sales Consultant provides expert advice and guidance to clients on sales-related matters. This course can help you succeed in this role by providing you with the skills and knowledge you need to understand your clients' businesses, identify their sales challenges, and develop and implement effective sales solutions.

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Financial Analyst

A Financial Analyst is responsible for analyzing financial data and making recommendations to businesses. This course may be useful to you in this role by providing you with a deeper understanding of the sales process and how financial analysis can support sales efforts.

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Marketing Manager

A Marketing Manager is responsible for planning and executing marketing campaigns that generate leads and drive sales. This course may be useful to you in this role by providing you with a deeper understanding of the sales process and how marketing can support sales efforts.

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Data Analyst

A Data Analyst is responsible for collecting, analyzing, and interpreting data. This course may be useful to you in this role by providing you with a deeper understanding of the sales process and how data analysis can support sales efforts.

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Operations Manager

An Operations Manager is responsible for planning and executing the day-to-day operations of a company. This course may be useful to you in this role by providing you with a deeper understanding of the sales process and how operations can support sales efforts.

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Product Manager

A Product Manager is responsible for managing the development and launch of new products or services. This course may be useful to you in this role by providing you with a deeper understanding of the sales process and how product development can support sales efforts.

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