Sales Manager Training:
Sales Management Training
Learn and get certified in successful sales leadership skills with HubSpot Academy’s Sales Management Training Certification Course. Discover how to define a scalable sales process and communicate it with ease. Explore coaching and onboarding tactics to foster your sales team’s growth.
Who is this for?
- Salespeople interested in developing strategic sales management skills to move up the ladder
- Individuals considering a career in sales leadership
- Small business owners looking to develop leadership skills and improve their sales team’s performances through learning the process first-hand
What you'll learn
- Define a scalable sales process and communicate it effectively
- Develop a sales recruiting strategy to attract top talent
- Build effective training, coaching, and onboarding programs to support your sales team's continuous growth
Available languages
Includes
Inbound Sales Sales Enablement
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Instructors
Doug Davidoff
Sean McGrail
Claire Menke
Clayton M. Christensen
Steve Bookbinder
Cory Bray
Dave Casey
Hilmon Sorey
Mark Roberge
Mike Kunkle
Walter Pollard
Bertrand Hazard
Mike Venman
Bob Britton
Dailius Wilson
Ross Brockman
Jim Ninivaggi
Mathias Thulin
Matthew Cook
Ben Cotton
Ryan Burke
Nicole Sahin
Scott Preszler
Curriculum
Welcome to the Sales Management Training
Lesson - 12 min
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Lesson instructor: Kyle Jepson Welcome to the Sales Management Training
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Using Jobs to Be Done in Sales
Lesson - 43 min
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Lesson instructor: Kyle Jepson Knowing who you sell to is only half the battle. You need to understand why people buy from you. In this class, Clay Christensen of Harvard Business School explains how to use the Jobs to Be Done framework to gain a deeper understanding of what motivates your buyers. It might surprise you.
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How to Map a Sales Process
Lesson - 1 hr
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Lesson instructor: Kyle Jepson Your sales process should be the foundation of everything your sales organization does. In this lesson, you'll learn how to create a sales process that's robust enough to power your sales team's long-term growth. Mark Roberge of Harvard Business School will explain the buyer's journey, and successful practitioners from many different organizations will talk through how to turn the buyer's journey into a sales process that will guide everything your sales team does. You'll learn how to define the steps of your sales process, how to choose a sales methodology to help your team execute those steps, how to combine your process and methodology into a playbook, and how to improve your sales process over time.
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Sales Training Techniques and Ideas
Lesson - 34 min
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Lesson instructor: Kyle Jepson Sales training gets a bad rap, and it probably deserves it. In this lesson, you'll learn how to create a training program that your team will want to engage with and that will drive results. We'll talk about how to identify training topics, how to structure a training that gets results, how to choose a person to deliver the training, and how to measure your program's overall success.
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Sales Coaching Training for Managers
Lesson - 52 min
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Lesson instructor: Kyle Jepson Coaching is a sales manager's most important function. In this lesson, you'll learn how to create a coaching program that will drive results. We'll talk about why coaching is important, how to improve your coaching skills, and how to foster a coaching culture so that your reps will coach each other. We'll also talk about how to help low performers improve and when it's time to fire someone who isn't producing the results you need them to.
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How to Hire Sales Reps
Lesson - 37 min
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Lesson instructor: Kyle Jepson Hiring is perhaps the hardest responsibility you have as a sales manager, and the stakes couldn't be higher. In this lesson, you'll learn how to make recruiting and hiring salespeople a process that will build a pipeline of talent you can rely on. We'll also discuss how to create an interview process that will uncover the skills and traits that are most important to your team's success and that will help you make good hiring decisions.
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Secrets of Sales Onboarding Success
Lesson - 27 min
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Lesson instructor: Kyle Jepson A new salesperson's first few days on the job are critical to their overall success. In this lesson, you'll learn how to create an onboarding program that will help your newest teammates succeed. We'll discuss how to decide what to cover in onboarding and what to do with the information you decide not to cover. By the end of this course, you'll be able to create an onboarding program that will sustain your reps well beyond their first few days.
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Sales Management Training Next Steps
Lesson - 10 min
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Learn what to do after completing the Sales Management Training Course
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Course transcript
Sales Management Training: Introduction Video [Transcript]
Welcome to the sales manager training program from HubSpot Academy. To make this course, we interviewed more than three dozen successful sales leaders, to identify the strategies that are most crucial when it comes to running a sales team. We've pulled their collective wisdom together into six lessons that cover the key ingredients to longterm sales success. The first lesson, is about getting a deep understanding of your target buyer and why they buy from you. That lesson includes a ton of great information from the world's foremost business thinker, Clay Christensen. And it'll completely change your understanding of how people become your customer. The second lesson, will show you how to build a robust sales process on top of that understanding. Now, here's one of the key insights of this course, your sales process is at the heart of everything your sales organization does. And, if it isn't built to support your buyers needs, it won't sustain your growth for very long. So, ask yourself, how carefully has your sales process been defined? Does every step in it help your leads progress toward becoming happy customers? And, is everything you do, from hiring a new rep to coaching your top performer, tied back to that sales process? Every aspect of your sales organization should be focused on helping potential customers move forward. So, the remaining lessons show you how to use your sales process as the foundation for your training, coaching, hiring, and onboarding. By the end of this course, you'll have all the tools you need to build a sales machine that will accelerate your growth for a long, long time. So let's get started.
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