Curriculum for Sales Management (Managers - VP’s):

By W. D. Cravenor

Target Area: Recruitment & Retention (R&R):

R & R Modules:
1. Targeted Selection – The DDI Model
2. EPIP Guidelines & Enforcement - Managing Performance below Expectations
3. EEOC Policy – Discrimination & Harassment in the Workplace
4. Headcount Management – How, Who, Where, Why and When to Hire
5. Replacement Theory

Target Area: Sales Management Fundamentals (SMF):

SMF Modules:
1. Business Plan Preparation Guidelines
2. The Sales Cycle – Block and Tackle
3. Sales Process Management – The “GSSBI” Model
4. Time Management
5. Activity Management
6. Funnel Management
7. Territory Management

Target Area: Attitude & Motivational Orientation (AMO):

AMO Modules:
1. Managing Employee Motivations - (DDI)
2. The Why vs. How of Sales Management

Career Development Planning (CDP):

CDP Modules:
1. Managerial Communications - Leveraging Tact & Diplomacy for Desired Results
2. Career Plan Preparation & Review Guidelines
3. Writing Your Career Migration Plan
4. Fundamentals in the Assessment of Staff Career Migration Plans