Lead Sales Teams: Strategy, Forecasting, Performance and Analytics for Results. Foundations of Sales Operations

What you'll learn

Develop effective sales strategies aligned with business goals.

Implement and manage a structured sales process and sales funnel.

Utilize sales forecasting and set achievable targets.

Evaluate sales performance using key metrics and design incentive plans.

Organize and structure a sales force and manage sales territories effectively.

Requirements

For a better learning experience, we suggest you to use a laptop / mobile phone / pen and paper for taking notes, highlighting important points, and making summaries to reinforce your learning.

Basic understanding of sales concepts and processes.

Experience in a sales role or a related business function is helpful but not strictly required.

A desire to develop leadership skills in a sales context.

Description

Are you ready to take your sales team's performance to the next level? Do you want to move beyond simply managing sales activities and start truly leading for high-impact results?This comprehensive course, High-Impact Sales Management, Strategy and Sales Operations, is designed for current and aspiring sales leaders who want to build, manage, and optimize a successful sales function. You'll learn the essential strategies and practical techniques to guide your team from planning to exceptional performance.We start by laying the foundation, exploring the core principles of sales management and understanding its critical role in business growth. You'll then dive into mastering the sales process and effectively managing your sales funnel to improve conversion rates and predictability.A key focus is on the numbers: you'll gain expertise in accurate sales forecasting and setting realistic yet challenging sales targets that motivate your team. We then move into the strategic heart of sales management – developing and implementing robust sales strategies that align with your overall business objectives and market dynamics.Learn how to effectively organize and structure your sales force, including optimising sales territory management for maximum coverage and efficiency. Understand the crucial aspects of evaluating sales performance, using key metrics, and designing effective incentive compensation plans that drive the right behaviours and results.Finally, you'll explore the power of sales analytics and performance metrics to gain deep insights into what's working, identify areas for improvement, and make data-driven decisions for continuous optimisation.By the end of this course, you will have a solid framework and practical tools to confidently lead a high-performing sales team, translate strategy into tangible results, and achieve sustainable sales growth.Whether you're a new sales manager, an experienced leader looking to refresh your skills, or a business owner overseeing a sales team, this course provides the knowledge and strategies you need to succeed in today's competitive landscape.Course provided by MTF Institute of Management, Technology and FinanceMTF is the global educational and research institute with HQ at Lisbon, Portugal, focused on business & professional hybrid (on-campus and online) education at areas: Business & Administration, Science & Technology, Banking & Finance. MTF R&D center focused on research activities at areas: Artificial Intelligence, Machine Learning, Data Science, Big Data, WEB3, Blockchain, Cryptocurrency & Digital Assets, Metaverses, Digital Transformation, Fintech, Electronic Commerce, Internet of Things. MTF is the official partner of: IBM, Intel, Microsoft, member of the Portuguese Chamber of Commerce and Industry.MTF is present in 217 countries and has been chosen by more than 775000 students.Course Author:Dr. Alex Amoroso is a seasoned professional with a rich background in academia and industry, specializing in research methodologies, strategy formulation, and product development. With a Doctorate Degree from the School of Social Sciences and Politics in Lisbon, Portugal, where she was awarded distinction and honour for her exemplary research, Alex Amoroso brings a wealth of knowledge and expertise to the table.In addition to her doctoral studies, Ms. Amoroso has served as an invited teacher, delivering courses on to wide range of students from undergraduate level to business students of professional and executives courses. Currently, at EIMT in Zurich, Switzerland, she lectures for doctoral students, offering advanced instruction in research design and methodologies, and in MTF Institute Ms. Amoroso is leading Product Development academical domain.In synergy between academical and business experience, Ms. Amoroso achieved high results in business career, leading R&D activities, product development, strategic development, market analysis activities in wide range of companies. She implemented the best market practices in industries from Banking and Finance, to PropTech, Consulting and Research, and Innovative Startups.Alex Amoroso's extensive scientific production includes numerous published articles in reputable journals, as well as oral presentations and posters at international conferences. Her research findings have been presented at esteemed institutions such as the School of Political and Social Sciences and the Stressed Out Conference at UCL, among others.With a passion for interdisciplinary collaboration and a commitment to driving positive change, Alex Amoroso is dedicated to empowering learners and professionals for usage of cutting edge methodologies for achieving of excellence in global business world.

Overview

Section 1: Introduction

Lecture 1 Introduction to the course

Section 2: Sales Management

Lecture 2 Introduction to Sales Management

Lecture 3 Sales Process and Sales Funnel Management

Lecture 4 Sales Forecasting and Target Setting

Lecture 5 Sales Strategy Development and Implementation

Lecture 6 Sales Force Organisation and Structure

Lecture 7 Sales Territory Management

Lecture 8 Sales Performance Evaluation and Incentive Compensation

Lecture 9 Sales Analytics and Performance Metrics

Lecture 10 Next steps

Section 3: Sales Leader Guide

Lecture 11 The First 90 Days of a Sales Leader: Your Guide to Making an Immediate Impact

Lecture 12 Sales Strategy: Frameworks for B2B and B2C

Lecture 13 Sales Metrics That Matter: Beyond Revenue and Quota

Lecture 14 Building a High-Performance Sales Team: Culture, Coaching, and Compensation

Lecture 15 Sales Process Mapping: A Step-by-Step Guide

Lecture 16 CRM (Customer Relationship Management) for Sales: A Strategic Tool

Lecture 17 Sales Technology Trends: AI, Automation, and Personalization

Lecture 18 Sales Enablement Strategies: Equipping Your Team for Success

Lecture 19 Lead Generation Strategies for B2B and B2C Sales

Lecture 20 Sales Forecasting Methods: From Intuition to Analytics

Aspiring or current Sales Managers looking to enhance their leadership skills.,Sales professionals seeking to move into a management role.,Business owners or entrepreneurs responsible for managing a sales function.,Team leaders who want to understand the strategic and operational aspects of sales management.,Anyone interested in developing high-impact sales teams and driving results.