Sales 301 - Sales Performance : Accounts, Pipeline & Commercial Decisions
Functional Intelligence • Sales

Sales 301 - Sales Performance : Accounts, Pipeline & Commercial Decisions

Move beyond closing deals. Learn to manage what drives sales performance.

1h 35m
301 (Optimization)

Learn how sales managers turn targets, territories, accounts, pipeline, people and commercial decisions into consistent sales performance.

Course Overview

Sales 301 moves beyond individual sales execution into the world of sales management. Learn how managers translate targets into territories and capacity, prioritize accounts, judge pipeline quality, challenge forecasts and diagnose sales performance. Explore how professionals coach salespeople, make commercial decisions and balance revenue with deal quality. Through practical examples across technology, manufacturing, banking, SaaS, consulting and other industries, you will learn how experienced managers think, what can go wrong and where to intervene. By the end, you will move from asking, “How do I close this deal?” to “How do I manage the system that consistently delivers sales performance?”

What You'll Learn

Understand how targets, territories and sales capacity connect to performance.
Prioritize accounts based on current value, future potential, effort and strategic importance.
Evaluate pipeline health and build more credible sales forecasts.
Diagnose performance problems and coach salespeople toward better outcomes.
Make better commercial decisions by balancing revenue, customer value, economics, delivery and risk.

Why This Course?

Goes beyond sales techniques to explain how experienced professionals actually manage sales performance.
Uses realistic examples across industries including SaaS, technology, manufacturing, banking and professional services.
Explores what professionals think and do, what can go wrong and how managers diagnose problems before acting.
Builds commercial judgement through realistic trade-offs rather than relying on definitions and theoretical frameworks.

Curriculum

From Sales Execution to Sales Management

Understand the shift from managing individual deals to managing targets, territories, capacity and the broader drivers of sales performance.

Accounts, Priorities & Pipeline Health

Learn how managers prioritize accounts, allocate sales attention and look beyond pipeline size to assess opportunity quality, movement and risk.

Forecasting & Sales Performance

Learn how professionals build credible forecasts, challenge assumptions and use performance signals to understand what is really driving sales results.

Coaching & Improving Sales Performance

Explore how managers diagnose performance gaps, coach through questions and build stronger sales capability without taking over every difficult deal.

Commercial Decisions & Running the Sales Business

Bring sales management together by balancing revenue, customer value, deal quality, delivery realities and risk while creating an effective management rhythm.

Who This Is For

Sales professionals preparing for their first management roleNew and emerging sales managersAccount managers and business development professionalsProfessionals responsible for sales targets, pipeline or forecastsCross-functional managers

Frequently Asked Questions

Sales 201 focuses on executing the sales process, from leads and prospects to opportunities, deals and customer value. Sales 301 moves to the manager's perspective: managing territories, accounts, pipeline quality, forecasts, performance, coaching and commercial decisions.
No. Sales 301 is also designed for experienced sales professionals, account managers and business development professionals who want to understand how managers think about sales performance or prepare for broader sales responsibility.
No. The course uses examples from SaaS, technology, manufacturing, banking, consulting and other industries to show both the common principles of sales management and how their application changes across business models.

Share this course

Sales 201 - Sales Execution: Funnels, Forecasts & Customers

Sales 201 - Sales Execution: Funnels, Forecasts & Customers

Previous Course
Automobile Industry 101

Automobile Industry 101

Next Course