| Lecture # |
Subject Title |
| Week 1: |
Expert Sales Management - Culture, Communication and Vision |
| Presenters: |
Scott Bush, BA
|
| 1 |
Introduction to Expert Sales Management |
| 2 |
Attitude, Behaviors and Personality Styles |
| 3 |
Creating a strong and successful Culture |
| 4 |
Company and Team Mission Statements |
| 5 |
Transitional Challenges |
| Week 2 |
Leadership and Coaching |
| Presenter: |
Kurt D. Miller, BBA, MBA
|
| 6 |
Leader's Role and Coaching Strategies |
| 7 |
Characteristics of a Great Coach |
| 8 |
Teaching Leadership |
| 9 |
The Winning Approach |
| 10 |
Leadership Methods |
| 11 |
Storytelling |
| Week 3: |
Tactical vs. Strategic Approaches to Sales Management |
| Presenter: |
Scott Bush, BA
|
| 12 |
Goal Setting |
| 13 |
Coaching Approaches for Tactical and Strategic Situations |
| 14 |
Introduction to Tools: 30/15/5 |
| 15 |
Leadership Perspectives |
| Week 4: |
Sales Team Assessments |
| Presenter: |
Scott Bush, BA
|
| 16 |
Producing Results With Team Assessments |
| 17 |
Measuring Team Members’ Performance |
| 18 |
Identifying Personality Styles |
| 19 |
Effective Communication |
| 20 |
Assessing Strengths and Weaknesses |
| 21 |
Identifying Resource Needs and Plan for Future
Performance |
Week 5: |
Identifying Resource Needs and Plan for Future Performance |
| Presenter: |
Robert V. Boylan, BS, MBA
|
| 22 |
Sales Compensation Overview |
| 23 |
Components of Sales Compensation |
| 24 |
Plan Design Alternatives |
| 25 |
Selecting Performance Measures |
| 26 |
Setting Sales Compensation Plan Goals |
| 27 |
Implementing Sales Compensation Plan Goals |
| Week 6: |
Motivating Your Sales Organization |
| Presenter: |
Kurt D. Miller, BBA, MBA
|
| 28 |
Motivating the Sales Team |
| 29 |
Maslow’s Hierarchy |
| 30 |
The Herzberg Model |
| 31 |
Praising Employees |
| 32 |
Creating Internal Competition |
| 33 |
Rewards and Recognition |
| Week 7: |
Teamwork, Team Building, and Mentoring |
| Presenter: |
Kurt D. Miller, BBA, MBA
|
| 34 |
Focusing on the Right Target |
| 35 |
Teamwork |
| 36 |
Creating a Better Wheel |
| 37 |
Defining Teamwork |
| 38 |
Confidence Building |
| 39 |
Establishing a Mentor Program |
| Week 8: |
Pricing |
| Presenters: |
Robert V. Boylan, BS, MBA |
| 40 |
Pricing Overview |
| 41 |
Pricing Fundamentals |
| 42 |
Identifying Customer Value |
| 43 |
Pricing Models |
| 44 |
Value Pricing |
45 |
Legal Considerations |
| 46 |
Course Summary |