Sales Management Masterclass for Sales Managers & Management

Master the meddic sales qualification framework to identify and qualify opportunities by evaluating metrics, economic buyer, decision criteria, decision process, identify pain, and champion.

Explore the MEDDIC framework's decision criteria, including budget, timeline, and required features, and learn to ask questions, assess a customer's tech base, and align offerings to their needs.

Design a sales compensation and incentive plan that motivates, retains, and aligns your team with your sales strategy through base salary, commissions, bonuses, and non-monetary incentives.

Explore how to manage a sales pipeline from lead generation to post-sale follow-up, using visual funnels, stage criteria, and pipeline metrics to forecast revenue and improve performance.

Master effective sales prospecting to grow your pipeline and revenue by combining referrals, social selling, cold calling, email prospecting, networking, content marketing, and industry research.

Execute the sales cycle from prospecting through closing, highlighting eight stages, and optimize via buyer understanding, a structured process, kpis, training, crm use, and ongoing refinement.

Navigate common sales objections by applying active listening, open-ended questions, and evidence to address price, timing, need, authority, and trust. Use trials, social proof, and collaboration to move toward closing.

Master closing techniques to seal deals by building rapport, understanding needs, presenting value, overcoming objections, and following up with closes such as assumptive, summary, now-or-never, question, and two yes closes.

Discover how a well structured sales team aligns roles—sales representatives, managers, operations, account managers, sales development representatives, and business development representatives—to optimize the funnel and drive sales success through collaboration.

Learn to hire the right sales talent, onboard effectively, and align training, orientation, and mentorship with clear job descriptions, skills fit, and KPIs to drive sales success.

Motivate and engage your sales team with clear goals, incentives, and career growth, while fostering open communication, recognition, and work-life balance.

Train sales managers to cultivate experience, share lessons, embrace failure as a teacher, and build a skilled team through apprenticeship, scripts, and role-play to boost selling outcomes.

Set daily, weekly, monthly, and yearly targets to guide salesmen, assess performance regularly, and push for higher goals while using small wins to build momentum toward long-term objectives.

As a sales manager, learn to fire underperformers, preserve a high-performing sales team, set benchmarks, fix performance issues, and drive profitable growth through positive team energy.

Celebrate reaching 25 percent of the course and fuel ongoing learning in sales management by embracing starting momentum and exploring new concepts toward 50, 75, and 100 percent milestones.

Discover how to structure bonuses around product knowledge, customer satisfaction, and manager evaluation—not just sales—to foster ethical growth and test knowledge through interactive activities.

Learn to empower salesmen by ensuring they know your product, your company, and your customer, the three pillars that align needs and drive exponential sales growth.

Empower sales managers to support their salesmen by ensuring they know the product inside out through firsthand experience.

Categorize customers into four types: repeat transactions, contractual relationships, major account relationships, and strategic partnerships. Allocate resources and tailor relationship management based on each type to strengthen sales outcomes.

Set clear negotiation policies and train sales teams with role-play to prevent price undercutting, align customer expectations, and boost deals and sales growth.