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Certified Sales Manager CSM

Overview:

Introduction:

This training program is designed to prepare participants for the certification exam only.

The Certified Sales Manager (CSM) designation is a professional certification that validates expertise in sales leadership, team management, strategic planning, and performance optimization. It equips professionals with the skills to lead high-performing sales teams, develop structured sales strategies, and drive business growth in competitive markets. This training program provides participants with advanced methodologies in sales leadership, forecasting, negotiation, and data-driven decision-making to enhance organizational sales performance.

Program Objectives:

By the end of this program, participants will be able to:

  • Identify the principles of sales management and leadership in a competitive environment.

  • Develop structured sales strategies to enhance revenue growth and team performance.

  • Utilize coaching and motivation techniques to build high-performing sales teams.

  • Analyze sales performance metrics and data to optimize decision-making.

  • Prepare effectively for the Certified Sales Manager (CSM) certification exam.

Targeted Audience:

  • Sales managers and team leaders.

  • Business development executives managing sales teams.

  • Key account managers transitioning into leadership roles.

  • Entrepreneurs and business owners overseeing sales operations.

  • Professionals aspiring to advance into sales management positions.

Program Outline:

Unit 1:

Fundamentals of Sales Management:

  • The role and responsibilities of a sales manager.

  • Leadership styles and their impact on sales team performance.

  • Aligning sales management with business objectives.

  • Techniques for setting and achieving sales targets.

  • Ethical considerations and compliance in sales management.

Unit 2:

Strategic Sales Planning and Execution:

  • The components of a structured sales strategy.

  • Market segmentation and customer targeting approaches.

  • Methods of forecasting sales trends and aligning strategies with market demands.

  • Competitive analysis techniques and positioning for sustainable growth.

  • Importance of adapting sales plans to changing business environments.

Unit 3:

Sales Team Leadership and Motivation:

  • Coaching techniques to enhance sales team effectiveness.

  • Motivational strategies for improving team engagement and productivity.

  • Managing sales performance and setting individual goals.

  • Communication skills for effective leadership and team collaboration.

  • Conflict resolution and problem-solving in sales management.

Unit 4:

Sales Performance Measurement and Optimization:

  • Key performance indicators (KPIs) for sales success.

  • Techniques for data-driven decision-making in sales management.

  • Sales pipeline management and revenue forecasting.

  • Customer relationship management (CRM) tools for sales optimization.

  • Strategies for continuous improvement in sales team performance.

Unit 5:

Certification Exam Preparation:

  • Overview of the Certification Exam Structure.

  • Key Topics and Areas of Focus for the Exam.

  • Sample Questions and their Potential Answers.

  • Resoures for further exam study.

Note: This program is designed to prepare participants for the certification exam only.

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