Program Title:

Master Sales Operations

Duration:

Approximately 12 weeks (flexible pacing; each module could be 1–2 weeks depending on student availability)

Format:

100% online (asynchronous lectures, readings, activities, and live or recorded Q&A sessions)

Target Audience:

Aspiring sales professionals, account executives, business development representatives, inside sales specialists, or anyone looking to enhance their selling, negotiation, and client management skills.

Program Outcomes:

Upon completion, learners will be able to:

• Understand and apply core sales principles and strategies to effectively generate and close leads.

• Develop and manage a robust sales pipeline using modern CRM tools and techniques.

• Demonstrate persuasive communication, negotiation, and relationship-building skills in various sales contexts.

• Implement data-driven sales strategies, including forecasting, territory planning, and performance analysis.

• Navigate the complexities of customer engagement, objection handling, and contract negotiation.

• Showcase leadership, resilience, and ethical practices in a competitive sales environment.

Course Structure:

The program is divided into 12 modules. Each module includes:

• Video Lectures: Engaging, concise lessons delivered by industry experts.

• Readings & Reference Materials: Curated articles, e-books, and official documentation on sales methodologies.

• Case Studies & Real-World Scenarios: Practical examples to illustrate key sales techniques and challenges.

• Interactive Activities & Quizzes: Hands-on practice and self-assessment to reinforce learning.

• Assignments: Real-world tasks simulating common sales challenges and client interactions.

• Discussion Forums: For peer interaction, Q&A, and collaborative learning.

Learners will complete a capstone project at the end of the program to showcase their ability to design and implement a complete sales strategy in a simulated real-world scenario.

Detailed Module Breakdown

Module 1: Introduction to Sales Fundamentals

Objective:

• Understand the evolution and key concepts of modern sales.

Topics Covered:

• Overview of sales strategies and the role of sales in business growth

• Differences between inside, outside, and consultative selling

• Current trends and career opportunities in sales

Activities & Assessments:

• Introductory quiz on sales basics

• Discussion forum: Share your experiences or expectations in sales

Module 2: Prospecting & Lead Generation

Objective:

• Master the art of identifying and engaging potential customers.

Topics Covered:

• Techniques for effective prospecting and lead qualification

• Utilizing digital tools and social selling strategies

• Best practices for cold calling, emailing, and networking

Activities & Assessments:

• Assignment: Develop a lead generation plan for a targeted market

• Quiz on prospecting techniques

Module 3: Communication & Relationship Building

Objective:

• Enhance interpersonal skills to build trust and rapport with prospects.

Topics Covered:

• Effective verbal and non-verbal communication techniques

• Active listening and empathy in sales conversations

• Strategies for establishing and maintaining long-term client relationships

Activities & Assessments:

• Role-play exercise: Simulate a sales call scenario

• Assignment: Craft a personalized pitch for a potential client

Module 4: Sales Process & Pipeline Management

Objective:

• Learn to structure the sales process from initial contact to closing deals.

Topics Covered:

• Stages of the sales funnel and effective pipeline management

• CRM best practices and sales automation tools

• Forecasting, tracking, and analyzing sales performance

Activities & Assessments:

• Simulation: Build and manage a sales pipeline using a CRM tool

• Quiz on sales process best practices

Module 5: Consultative Selling & Value Proposition Development

Objective:

• Develop skills to position solutions effectively by understanding customer needs.

Topics Covered:

• Techniques for consultative selling and solution-based approaches

• Crafting a compelling value proposition

• Case studies on successful consultative sales strategies

Activities & Assessments:

• Assignment: Create a value proposition for a hypothetical product or service

• Group discussion: Analyze real-world consultative selling scenarios

Module 6: Negotiation & Closing Strategies

Objective:

• Acquire advanced negotiation techniques and learn how to effectively close sales.

Topics Covered:

• Principles of negotiation and objection handling

• Techniques for closing deals and sealing agreements

• Understanding buyer psychology and decision-making factors

Activities & Assessments:

• Role-play: Conduct a negotiation simulation

• Quiz on closing strategies and negotiation tactics

Module 7: Pricing, Proposals & Contract Management

Objective:

• Gain the ability to structure competitive proposals and manage contracts.

Topics Covered:

• Strategies for pricing and discounting in competitive markets

• Crafting professional proposals and presentations

• Best practices for contract negotiation and management

Activities & Assessments:

• Assignment: Develop a detailed sales proposal for a case study

• Discussion forum: Share experiences with proposal development

Module 8: Digital Sales Tools & Techniques

Objective:

• Leverage digital tools to enhance sales productivity and efficiency.

Topics Covered:

• Overview of digital sales platforms and automation tools

• Social selling and leveraging LinkedIn and other networks

• Utilizing data analytics for targeted sales strategies

Activities & Assessments:

• Assignment: Analyze a digital sales campaign and recommend improvements

• Quiz on digital sales tools and metrics

Module 9: Customer Relationship Management & After-Sales Service

Objective:

• Develop skills to maintain customer satisfaction and encourage repeat business.

Topics Covered:

• Best practices in customer follow-up and relationship nurturing

• Implementing feedback loops and customer service strategies

• Strategies for upselling, cross-selling, and customer retention

Activities & Assessments:

• Case study analysis on successful after-sales strategies

• Assignment: Design a customer retention plan

Module 10: Sales Analytics & Performance Metrics

Objective:

• Utilize sales data to drive strategy and improve performance.

Topics Covered:

• Key performance indicators (KPIs) in sales

• Tools and techniques for analyzing sales data

• Data-driven decision making for continuous improvement

Activities & Assessments:

• Assignment: Create a sales performance dashboard

• Quiz on interpreting sales analytics

Module 11: Strategic Account Management & Territory Planning

Objective:

• Learn advanced techniques for managing key accounts and optimizing sales territories.

Topics Covered:

• Principles of strategic account management

• Territory planning and resource allocation

• Balancing short-term gains with long-term relationships

Activities & Assessments:

• Assignment: Develop a strategic account management plan

• Group discussion: Best practices in territory planning

Module 12: Professional Development & Career Growth in Sales

Objective:

• Prepare for long-term success by building a personal brand and continuous learning mindset in sales.

Topics Covered:

• Personal branding, networking, and career pathway exploration

• Emerging trends, certifications, and ongoing professional development

• Building resilience and ethical practices in competitive sales environments

Activities & Assessments:

• Reflection exercise: Create a personal career development plan

• Discussion forum: Share strategies for long-term success in sales

Certificate:

Industry Recognized Certificate of Completion

Teacher:

Olivia LeBlanc