This is module 2 of 3 of the Certified Sales Executive Exam Preparatory Program. Completing all three modules successfully will result in being awarded the Certified Sales Executive® - CSE® designation by SMEI. This module covers the recruiting, training, managing, goal setting and motivating salespeople.

Content in Module 2:

Recruiting and Selecting the Right Salespeople

Learning Objectives

• Understanding why having a formal recruiting and selection process improves the quality of newly hired salespeople
• Why it's important to define the right people for the organization, and include that information in the ideal candidate profile and job description
• Compile a strategic list of sources (internal and external to the firm) for recruiting a pool of sales candidates
• List common recruiting mistakes and ways to avoid them
• Explain the goal-directed focus of the selection process stages
• Explain why it's important to have a diverse salesforce

Detailed Outline

Video Content

• The One Question You Must Ask When Hiring a Salesperson
• LinkedIn’s Sales Leader’s #1 Interview Question
• Recruiting and Hiring Great Salespeople — Top 5 Traits of Salespeople
• Recruiting and Selecting Salespeople

Training and  Developing the Salesforce

Learning Objectives

• Identify factors that help determine the types of training salespeople need.
• Summarize the inputs needed to design and deliver an effective sales training program.
• Explain why it’s important to assess the effectiveness of a firm’s sales training and how it is assessed.
• Recognize the elements that contribute to effective and ineffective training programs.

Detailed Outline

Video Content

• Think Fast, Talk Smart: Communication Techniques
• How To Coach (by asking questions) 
• How to Manage and Improve Sales Performance

Supervising, Managing, and Leading Salespeople Individually and in Teams

Learning Objectives

• Explain and describe the difference between sales supervision, management, and leadership.
• Consider how sales managers might use different sources of power or influence to problem-solve for the organization and serve as barrier-busters for their salespeople.
• Identify the skills and abilities a person needs to be a good sales manager.
• Understand how to successfully lead teams, including those that are virtual.
• Recognize the ethical challenges facing leaders and teams in the sales environment.

Detailed Outline

Video Content

• How Great Leaders Inspire Action 
• How to Fuel a High-Performance Sales Team
• Best Practices for Developing Sales Managers

Setting Goals and Managing the Performance of the Salesforce

Learning Objectives

• Describe how organizations and their managers use goals to guide and control the efforts of their salesforces.
• Summarize the elements of an effective goal.
• Determine when different outcome and behavioral sales goals should be used.
• Identify informational resources used for making effective decisions about goals.
• Apply goal-setting theory in order to improve managerial and motivational practices.

Detailed Outline

Video Content

• Why the Secret to Success is Setting the Right Goals
• How to Rescue a Struggling Salesperson
• 3 Questions to Ask Yourself About Everything You Do

Motivating and Rewarding Salespeople

Learning Objectives

• Summarize how motivation has been conceptualized, and how the contributions of past studies can be incorporated into managerial activities.
• Explain the different models of motivation, and how sales managers can utilize them.
• Identify generational differences in motivation, and how to adapt motivational approaches for each group.
• Describe how managers can utilize different motivational elements available to sales organizations.
• Determine the financial versus non-financial rewards used to motivate salespeople.
• Explain how compensation systems can be utilized to address different motivational needs.

Detailed Outline