Sales Leadership

Data Analysis and Evaluation

Analytics is the discovery and communication of meaningful patterns in data. Firms commonly apply analytics to business data to describe, predict, and improve business (or salesperson) performance. We will use performance analytics here primarily to evaluate both potential and performance of salespeople and sales territories. We will focus on using analytics to help us evaluate the performance of our areas of responsibility and the individual salespeople within that area. Additionally, we will use analytics to help us make decisions.

Sales Coaching

Managing salespeople involves both the art (coaching) and science (evaluating) behind leading and motivating a team of individuals to achieve a collective goal. To be successful requires strong communication, analytical skills, and striking a balanced, fair, and equitable approach to every member of the team. It also requires a fundamental understanding of what type of leadership is needed for the specific sales person and their stage of development. This course will teach you how to “do the numbers” to effectively evaluate team members, how to determine the type of leadership needed in each phase of employee development, effectively identify and resolve conflict, and how to apply a coaching model designed to improve the results of each team member.

Decision-Making for Sales Leaders

The better your data inputs, the better the decision making that results from those inputs. In this class, we will apply our knowledge of analytics training and sales coaching via the use of case studies and articles to discuss approaches that we can take to improve our decision making processes. By doing that, students should learn (1) How to evaluate and analyze situations using management theory, qualitative information, and quantitative data, (2) How to use marketing analytics for decision-making, and (3) How to confidently make informed decisions based on evidence.