Certificate in Sales Management

Individual performance got you here. Sales management takes a different skill set.

Sales management is how you turn a sales objective into team execution through strategy, goals, and day-to-day guidance*. This program helps you build a focused sales management process, strengthen performance coaching, and apply practical tools to support consistent results.

Build A Winning Sales Team

Sales management is a discipline of structure and judgment: setting direction, coaching performance, and building an operating rhythm the team can follow. This program supports participants in developing a clearer, more repeatable approach to leading a sales team, grounded in what you can observe in the pipeline, in performance conversations, and in day-to-day execution.

Unlock your leadership potential! Dive into diverse leadership styles, discovering your own approach while mastering techniques to inspire and influence others. Learn to navigate various decision-making styles and foster high-performing teams, honing skills essential for team success.

Explore the art of talent acquisition, identifying and hiring top performers to cultivate collaboration and synergy within your dynamic team environment.

Uncover the secrets behind effective coaching, from understanding its purpose to avoiding the top 10 coaching mistakes. Explore the Focused Coaching Model, mastering the coaching mindset, self-evaluation, and crafting self-directed action plans, ensuring accountability from start to finish.

Gain invaluable insights into coaching multi-generations while mastering the art of proactively managing performance, from implementing performance management models to skillfully navigating business reviews and effectively handling non-performers with finesse.

Chart your course to market dominance. Investigate the intricate interplay of company strategy, market segmentation, and crafting a compelling value proposition amidst dynamic external forces, equipping you with a framework to make strategic choices and trade-offs.

Then, unveil the latest innovations revolutionizing sales, gaining insights into aligning strategy with cutting-edge sales technologies for unparalleled success in the ever-evolving marketplace.

Discover the transformative power of digital selling strategies and the invaluable lessons learned in real-time monitoring amidst rapid job movements. Dive into the stages of customer engagement and strategic alignment, from understanding the importance of social connections to mastering table stakes competencies.

Equip yourself with the principles for executive engagement, from audience identification to crafting compelling storylines and visuals that captivate and persuade with simplicity and precision.

Prepare to ignite your sales team’s performance in this final module. Learn to break free from the shackles of micro-management through effective management cadence, optimizing coaching time with the Coaching Optimizer, and seizing control of your calendar to prioritize results-driven activities.

Synthesize key learnings into a dynamic 30/60/90-day action plan, and strategize the next steps to catapult your salesforce to success.

New or experienced managers that want to improve performance across teams in Accounts, Sales, and Retail.

Mid-career professionals in sales-oriented industries preparing for a role in management.

This program packs rich learnings into a manageable 5-day syllabus so you can put your new skills to work right away.

Build on your sales experience with exceptional leadership skills, and learn what it takes to shape a high-performing team.

Train with top-rated Schulich instructors that are consistently ranked among the world’s best.

Schulich ExecEd students gain the confidence, skills and perspective to attain better roles, launch new ventures, and lead their teammates.