Sales Management I: Team Design, Goal Planning, Execution, & Performance Outcomes

In Sales Management I, students build a comprehensive sales plan for a small, mid-size, or large company. Aspiring sales managers, current sales managers, and entrepreneurs will build their business management skills through detailed case study simulations and role-play assignments.

After completing a brief online pre-course survey to help students and  instructors determine an appropriate case study for learning objectives and career aspirations, students will research and develop a go-to-market strategy for a company with this compelling problem/opportunity. A link to this survey will be sent to students upon enrollment in the course.

Students will study territory design and select structures appropriate for the specific case, define a best-practice staffing plan and the sales roles needed to meet revenue goals, practice with CRM technology, and learn techniques for assuring its adoption by sales teams. Communicating expectations and giving critical feedback effectively are core to the program. Students will also define the optimum compensation plans for meeting goals. All these components come together in the main course deliverables—a capstone project paper and an oral presentation on the sales plan recommendation.