Course Summary
This course is designed to provide you with a comprehensive understanding of sales operations, including sales strategy, sales planning, and sales execution. You will learn how to manage the sales process from start to finish, including forecasting, pipeline management, and customer relationship management.Key Learning Points
- Learn how to develop an effective sales strategy
- Understand how to plan and execute successful sales campaigns
- Gain insights into forecasting, pipeline management, and customer relationship management
Related Topics for further study
Learning Outcomes
- Develop a comprehensive understanding of sales operations
- Learn how to manage the sales process from start to finish
- Gain insights into forecasting, pipeline management, and customer relationship management
Prerequisites or good to have knowledge before taking this course
- Basic understanding of sales
- Proficiency in Microsoft Excel
Course Difficulty Level
IntermediateCourse Format
- Online self-paced course
- Video lectures
- Real-world case studies
- Interactive quizzes
Similar Courses
- Sales Operations Management
- Sales Management
- Salesforce Sales Operations
Related Education Paths
Related Books
Description
In the final project for the Sales Operations/Management Specialization, learners will be asked to apply the knowledge they have obtained by performing a critical analysis of a real-world business. Learners are to select a business that has a sales function/operation. The learners are to identify the manager responsible for the sales function (typically called a Sales Manager) and interview this person on the sales management practices at this firm.
Outline
- Overall Sales Function & Reporting Structure
- Sales Manager's Jobs
- What Does a Sales Manager Do?
- Life of a Sales Manager
- Skills You Need
- Emerging Trends and Challenges
- Q&A Week 3
- Introduction to Sales Operations/Management Capstone Course and Final Project Overview
- The Elements of a Successful Sales Business Plan
- Sales Management Definition, Process, Strategies and Resources
- The Four Phases In Sales Management Evolution
- 10 Management Skills that Make the Best Sales Managers Stand Out
- Recruitment and Training
- Overview of Recruitment Process
- Job Analysis
- Duties of a Salesperson
- Job Qualifications
- Recruitment Funnel and Recruitment Sources
- Interviewing
- Employment Tests
- Final Selection
- Keys to Sales Training
- Sales Training Development Process - Part 1
- Sales Training Development Process - Part 2
- Sales Training Content
- Importance of Sales Training
- Training Methods
- Emerging Training Methods
- Sales Recruiters: How to Hire Top Sales People
- Ten Shameful Recruiting Practices That Drive Candidates Away
- The Complete Guide to The Most Effective Sales Interview Questions
- 10 of the Best Recruiting Assessment Tools
- References: Their Importance in the Recruitment Process
- The Business Case for Sales Training
- Scheduling Sales Force Training: Theory and Evidence
- Once is Not Enough: Why Sales Training Reinforcement is a Must-Have
- Territories and Compensation
- Developing a Sales Territory Plan
- Factors in Territory Management
- Q&A on Territories
- Goals of a Sales Compensation Plan
- Indirect Monetary Compensation
- Q&A on Compensation
- Sales Force Expenses
- Goals of Sales Expense Plan
- Q&A on Sales Expenses
- One Size Fits All? Not In Sales Territory Planning
- Get Off My Turf: Assigning Sales Territories
- Motivating Salespeople: What Really Works
- Evaluation
- Sales Evaluation
- Elements of Sales Performance Evaluation
- Sales Expense Analysis
- Q&A on Sales Performance Evaluation
- Challenges in Sales Evaluations
- Contemporary Approach to Sales Force Evaluations
- How to Measure Sales Performance
- The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track
- The New Science of Sales Force Productivity
Summary of User Reviews
Discover the Sales Operations Final Project course on Coursera. This course has garnered positive reviews for its comprehensive content and practical approach to sales operations. Many users appreciated the real-world scenarios and hands-on experience offered in the course.Key Aspect Users Liked About This Course
The course offers a practical approach to sales operations and provides real-world scenarios and hands-on experience.Pros from User Reviews
- The course content is comprehensive and covers a wide range of topics in sales operations.
- The course offers practical insights and real-world scenarios, which helps learners apply the concepts in their work.
- The instructors are knowledgeable and experienced in the field of sales operations.
- The course is well-structured and easy to follow, making it suitable for beginners as well as experienced professionals.
- The course provides learners with the opportunity to work on a final project, which helps them apply the concepts learned in the course.
Cons from User Reviews
- Some users found the course to be too basic and not challenging enough.
- Some users felt that the course could be more engaging and interactive.
- Some users had technical difficulties with the Coursera platform and accessing the course materials.
- Some users found the course to be too focused on theory and not enough on practical application.
- Some users felt that the course could benefit from more examples and case studies.
Emily C. Tanner, Ph.D.
4.7 Raiting
Operations Management: Supply Chains, Products and Services
- 4.3
-
![]()
![]()
![]()
![]()
![]()
Master Supply Chain Management and Product and Service Development in Manufacturing and Service Organizations Operations and Supply Chain Management After completing this course, you will be able to:...
Business Strategy and Operations in a Biobased Economy
- 0.0
-
![]()
![]()
![]()
![]()
![]()
Lead your company to make the switch to biobased resources and build a profitable sustainable business. Structuring a (more) circular business model is a logical next step....
Numerical Methods for Engineers
- 4.9
-
![]()
![]()
![]()
![]()
![]()
Numerical Methods for Engineers covers the most important numerical methods that an engineer should know. We learn how to use MATLAB to solve numerical problems....
Reports, Dashboards, and Customer Success in Salesforce
- 4.9
-
![]()
![]()
![]()
![]()
![]()
This fourth course goes into more depth on how a sales operations specialist would use Salesforce Service Cloud to support a variety of different customer service needs....
