Enroll Course: https://www.coursera.org/learn/sales-force-management
As the second installment in the Sales Operations/Management Specialization, Coursera’s ‘Sales Force Management’ course is an indispensable resource for anyone looking to build, lead, and optimize a high-performing sales team. This course dives deep into the critical aspects of personnel administration within sales, offering practical insights and actionable strategies.
The curriculum is meticulously structured, beginning with a thorough exploration of job design and recruitment. You’ll learn the foundational elements like job analysis, job descriptions, and qualification statements, understanding their vital role in attracting the right talent. The course introduces the concept of the ‘job recruitment funnel’ and highlights eight effective sources for recruiting sales professionals.
Moving into the recruitment process itself, the course details essential tools such as interviewing techniques, testing methodologies, and reference checks. It provides a clear framework for ranking candidates and identifies key factors that predict both performance and retention, crucial for minimizing turnover.
A significant portion of the course is dedicated to the vital role of training in sales force development. It outlines an eight-step model for sales training programs, emphasizing the importance of setting clear objectives and selecting appropriate content. You’ll also gain insights into critical training decisions and emerging trends that can keep your team ahead of the curve.
Motivation is another cornerstone of this course. It defines motivation in a sales context and explores five distinct theories, illustrating how they can be applied to drive sales performance. The strategic use of rewards and incentives as motivational tools is also thoroughly discussed.
Finally, the course tackles the often-challenging area of sales force evaluation. It identifies common managerial challenges and presents a practical five-step model for conducting effective evaluations. You’ll review various evaluation criteria and learn about four different types of performance appraisals, equipping you with the tools to provide constructive feedback and foster continuous improvement.
Overall, ‘Sales Force Management’ is a comprehensive and highly practical course. Whether you’re a seasoned sales manager or aspiring to be one, this course provides the knowledge and tools needed to effectively recruit, train, motivate, and evaluate your sales force, ultimately driving organizational success. Highly recommended!
Enroll Course: https://www.coursera.org/learn/sales-force-management