It's not uncommon for great salespeople to eventually be promoted to sales managers. It makes sense after all; if someone succeeds at selling, it shows that he or she understands the product, the customers, and the selling process. But many new sales managers find that there is a whole new set of skills and responsibilities that come with being a sales manager. Now they're in charge of running and supporting a whole sales team.
That's not to say salespeople can't become managers--of course they can! Their knowledge of sales will be a huge asset in the position. The trick is to translate that individual knowledge to the team as a whole. This includes developing compensation, territory, and sales plans that motivate employees, provide accurate coverage, and match the company's strategic goals. It means training employees and coaching them to improve. In today's modern business environment, it also means understanding and implementing new technologies that can improve sales team efficiency. And above all else, it means ensuring that every customer is being taken care of and is happy with the product or service. In this course, students will learn the skills needed to successfully manage a sales team.