Sales Force Management from Coursera

What's inside

Syllabus

Sales Force Selection, Recruitment, Motivation, and Evaluation

This week provides a general overview of the job design and recruitment processes. As part of that, we cover three important documents: a job analysis, a job description and a job qualifications statement. We discuss what these documents are, what purpose they serve and how they are prepared. We present a concept called the job recruitment funnel and show how this is applied to hiring situations. Finally we discuss 8 sources for recruiting sales people.

Sales Force Recruitment

This module focuses on the recruitment of sales professionals. In this section, we cover the tools of recruitment. This includes interviewing, testing and references. We also cover how to rank and select job candidates and describe the factors that predict performance and turnover.

The Role of Training in Sales Force Development

In this module we focus on the training. We cover the 8 steps involved in a sales training program, how to set training objectives and the kinds of content found in sales training programs. We discuss the three key decisions involved in sales training as well as the emerging trends in sales training.

Motivating the Sales Force

Part of a sales manager's job is to motivate his or her salespeople to perform the tasks critical to an organization's success. In this unit, we define motivation and its importance in sales. We will present five different theories of motivation and show how these work in sales situations. Finally, we discuss the use of rewards and incentives as part of a motivation program.

Sales Force Evaluation

In this module we cover the basics of sales force evaluation. We will begin with identifying the challenges a manager faces in evaluating a sales person. Next I will present a five step model to guide the evaluation process. After this, we will review the various criteria used in evaluating sales people. Finally, we will go over the four kinds of appraisals.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Explores methods for hiring, motivating, and evaluating sales professionals

Taught by instructors with extensive experience in sales operations and management

Develops skills and knowledge that are core to sales management

Covers topics relevant to sales professionals at various levels of experience

Provides a comprehensive overview of sales force management

Utilizes a multi-modal approach with a mix of videos, readings, and discussions

Reviews summary

Sales force management success

Learners say that Sales Force Management is a great course that covers everything you need to know about sales management. Students say lecturers are professional and the case studies are engaging. Be aware that some assignments are peer-graded, which some students found slow and confusing.

Case studies get you thinking.

"case studies make you think"

"lots of knowledge in this session"

Professors are very professional.

"very professional lecturers"

"This course is hosted by a very highly qualified professional."

"Memorable learning experience gained."

Some required reading materials may be inconvenient to access.

"many of the websites where the articles are found have a limited free usage and then you need to obtain a subscription to read the articles."

Peer grading can be both helpful and confusing.

"I dint like the concept of reviewing others assignmnet"

"Extremely interesting...Peer Reviews remain slow affecting your certification"

"A few times, the peer graded assignment came before the tutorial on the subject and created some confusion."

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 Sales Force Management with these activities:

Complete the job challenge assessments

Show steps

Enhance understanding of job design and hiring process by completing practical, interactive exercises.

Show steps

Read the job description carefully.
Identify the key requirements of the job.
Complete the job challenge assessments.

Show all one activities

Career center

Learners who complete Sales Force Management will develop knowledge and skills that may be useful to these careers:

Sales Manager

Sales Managers oversee sales staff activities, provide guidance, and develop business strategies. The Sales Force Management course can help Sales Managers understand best practices for hiring and motivating their teams, which can lead to improved sales performance and increased profits.

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Salesforce Administrator

Salesforce Administrators implement, configure, and maintain Salesforce software for organizations. The Sales Force Management course can help Salesforce Administrators understand how sales teams operate, which can help them better support the needs of their users.

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Salesforce Developer

Salesforce Developers build and customize Salesforce applications for organizations. The Sales Force Management course can help Salesforce Developers understand the needs of sales teams, which can help them develop more effective applications.

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Sales Operations Analyst

Sales Operations Analysts analyze sales data to identify trends and improve sales processes. The Sales Force Management course can help Sales Operations Analysts understand the factors that influence sales performance and develop strategies to improve results.

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Sales Engineer

Sales Engineers provide technical support to sales teams and customers. The Sales Force Management course can help Sales Engineers understand the sales process and the challenges that sales teams face, which can help them provide more effective support.

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Product Manager

Product Managers develop and manage products for organizations. The Sales Force Management course can help Product Managers understand the needs of sales teams and customers, which can help them develop more successful products.

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Marketing Manager

Marketing Managers develop and execute marketing campaigns for organizations. The Sales Force Management course can help Marketing Managers understand the sales process and the role of sales teams in generating revenue, which can help them develop more effective marketing campaigns.

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Customer Success Manager

Customer Success Managers help customers achieve success with a company's products or services. The Sales Force Management course can help Customer Success Managers understand the sales process and the challenges that sales teams face, which can help them better support their customers.

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Business Development Manager

Business Development Managers identify and develop new business opportunities for organizations. The Sales Force Management course can help Business Development Managers understand the sales process and the role of sales teams in generating revenue, which can help them develop more successful business development strategies.

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Account Manager

Account Managers manage relationships with existing customers for organizations. The Sales Force Management course can help Account Managers understand the sales process and the challenges that sales teams face, which can help them better support their customers.

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Human Resources Manager

Human Resources Managers oversee all aspects of human resources for organizations, including recruiting, hiring, and training. The Sales Force Management course can help Human Resources Managers understand the sales process and the challenges that sales teams face, which can help them develop more effective recruiting and training programs.

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Sales Trainer

Sales Trainers develop and deliver training programs for sales teams. The Sales Force Management course can help Sales Trainers understand the sales process and the challenges that sales teams face, which can help them develop more effective training programs.

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Operations Manager

Operations Managers oversee the day-to-day operations of organizations, including sales, marketing, and customer service. The Sales Force Management course can help Operations Managers understand the sales process and the challenges that sales teams face, which can help them make better decisions about how to allocate resources.

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Consultant

Consultants provide advice and expertise to organizations on a variety of topics, including sales and marketing. The Sales Force Management course may be helpful for Consultants who want to understand the sales process and the challenges that sales teams face.

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Financial Analyst

Financial Analysts analyze financial data to make recommendations for investment and other financial decisions. The Sales Force Management course may be helpful for Financial Analysts who want to understand the role of sales in generating revenue.

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