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Advanced Sales Management

at American Management Association - UNION SQUARE

Course Details
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780 Mission St
Btwn 4th & 3rd Streets
San Francisco, California 94103
Class Level: Advanced
Age Requirements: 21 and older
Average Class Size: 20

What you'll learn in this management course:

This sales management training helps you better handle the ups and downs in your business—and ensure your team's success!

Who Should Attend:

Seasoned sales managers who want to refine sales planning techniques, build leadership skills and become more powerful decision makers, motivators, communicators, coaches and counselors through advanced sales management training.

In three days of advanced sales management training, you’ll get skills to keep pace with all the issues that are revolutionizing sales force management. It’s the sales management training seminar to choose if you want to become a more effective manager—and advance further, faster, in your career. You'll discover the can't-fail techniques that have already benefited thousands of your colleagues. Here is advanced sales management training that will help you learn how to achieve peak performance in every area indispensable to sales management success.

How you will benefit:

  • Develop leadership and team-building skills
  • Recruit and train a higher caliber of sales professional
  • Improve your sales team's productivity
  • Keep your team accomplishments in the spotlight
  • Generate increased profits with fewer resources
  • Understand the internal motivators of your sales force
  • Become a more effective sales manager, communicator and decision maker by applying proven leadership principles

What you will cover:

  • The changing sales environment
  • How to utilize a system for analyzing your sales planning
  • The dimensions of effective sales management
  • Understanding people: the basis for sales motivation and effective communication
  • Organizing and structuring the sales force
  • The attributes of standards of performance
  • Coaching, counseling and performance appraisals
  • The challenges of special personnel situations
  • Creative decision-making and problem solving techniques
  • The implications of sales compensation


Learning Objectives

  • Understand the Flow and Reasoning Behind the Contents of This Program
  • Recognize That All Sales Managers Face Similar Challenges
  • Begin to Establish a Support Network of Participants in the Sales Management Role from Diverse Industries and Environments

What’s Your Strategy?

  • Understand How the Role of Sales Management Has Evolved in Recent Years and How This Places Different Expectations on Those in the Job
  • Explain Why Situational Analysis Is the Critical Foundation for the Majority of Sales Management Activities
  • Compare Business Realities with the Customer Value-Set to Develop Preliminary Critical Objectives
Planning for Today and Tomorrow

  • Prepare and Set Objectives for an Evolving Business Environment Through the Application of Trend-Analysis Tools
  • Learn to Identify Required Resources to Achieve Your Objectives, and Assure Alignment with the Organization
Crafting the Professional Sales Force

  • Understand How to Prepare and Set Standards of Performance for Team Members
  • Recognize Effective Methods for Applying the Performance Standards to New Hires as Well as Existing Sales Personnel
Finding the Talent

  • Identify the “Best Practices” for Hiring Productive Sales Professionals
  • Recognize How to Protect Your Firm and Yourself from Future Legal and Ethical Challenges
Strengthening the Sales Team

  • Understand the Importance of Linking the Sales Force to the Rest of the Organization Through the Use of Technology
  • Develop Individualized Training Programs That Improve the Performance of Your Entire Sales Team
Compensation Programs That Drive Superior Performance

  • Understand How to Design or Recommend a Total Compensation Plan That Drives the Sales Behavior That Will Lead to Goal Attainment
  • Adjust and Modify the Plan to Make It Applicable to a Continuously Changing Business Environment
Measuring and Managing Performance

  • Understand How to Evaluate Changes in Sales Territories and Determine Their Effect on Sales Performance
  • Understand How to Use Basic Evaluation Tools for Forecasting Needs and Results
Coaching and Counseling

  • Understand How to Coach Individual Sales Team Members to Achieve Higher Performance
  • Recognize When There Is a Problem and How to Counsel (or Not Counsel) the Individual
Looking Toward the Future

  • Understand How to Plan for the Future By Knowing What Each of Your Team Members Plan for Their Future
  • Develop a Plan for Turnover and Succession
  • Understand What Makes You a Leader and How You Can Leverage This for the Future

Still have questions? Ask the community.

Refund Policy
Transfer, Cancellation and Refund Policy:

For Classroom, Live Online, Express Skills Courses and Webinar programs, you may transfer to a future session, send someone to take your place or cancel without penalty at any time up to three weeks prior to your program. If you provide AMA with less than three weeks’ notice, or fail to attend, you will be liable for the entire program fee. 

Programs included in AMA On Demand offerings are not eligible for substitution, transfer, cancellation, return, or refund. We appreciate that this is an important investment for you and your company and would like to accommodate your needs the best we can. Therefore, please email CourseHorse.

Pricing, Offers, and Discounts Policy:

AMA-delivered programs are eligible for AMA member pricing, GSA pricing, special offers, and discounts as applicable, according to the terms of the specific pricing, offer and/or discount. Third party-delivered programs available through AMA and Express Skills courses are excluded from all discounted pricing, offers, and discounts offered by AMA, including but not limited to AMA member pricing, GSA pricing, AMA Seminar Savings Pass redemptions, AMA SLS Contract pricing, AMA Annual Pass/All-Access Pass, and complimentary registrations of any type.


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School: American Management Association

American Management Association

The American Management Association, International (AMA) is the global leader in talent development. Founded in 1923, AMA supports the goals of individuals and organizations through a complete range of educational products and services, including instructor-led classroom and virtual seminars, webinars,...

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