Professional Radio Sales Manager Course

... the complete course.


Learning to be a successful professional Radio sales manager takes more than just being the best salesperson on the team. The professional sales manager skill set requires more than just selling skills. You will need new people skills. You will need basic business skills. Many of the skills that help you be a successful salesperson, may be a hindrance to becoming a successful Radio sales manager. 

As a salesperson, you may want to get your client the lowest prices. But as a sales manager, you need to get your company the highest prices. 

This course will teach you the basics of leadership, organization, financial analysis, goal setting, budgeting, pricing, and recruitment.  

You will always know exactly where you stand in the training process by visiting your dashboard. You'll find your learning plans, trainer feedback, exercise files, and performance records there. If you have any questions, please let me know at spike@spikesantee.com. 

Active Listening

Active listening happens when you listen and respond to your employee in ways that build trust and mutual understanding. To be a skilled active listener means listening with all your senses, which requires paying full attention to what your people are saying. This course will teach you the importance of active listening — what it is, and how you can identify good listening skills and avoid poor ones.

Teacher: Spike Santee

Sales Manager Leadership Skills

As a sales manager, you are the team leader; you must set examples for your employees. A leader who leads from the front is always successful. Managers are the leaders of any team, so they have to be the ones at the forefront. This course will teach you the basic principles of effective sales manager leadership. 

Teacher: Spike Santee

Effective Communication

Sales managers and their leaders waste valuable time and energy repeating messages, prioritizing the wrong actions, and spending too much time on non-customer-facing activities. The root problem of these behaviors is poor communication. Your department and your employees will benefit when you practice the basic steps to effective sales management communication.

Teacher: Spike Santee

Sales Planning

The best sales managers can create clear, accurate plans that eliminate chaos and improve sales skills. This course will show you how the best sales managers can call on reliable data that will create sales targets that are achievable yet ambitious.

Teacher: Spike Santee

Time Management

Time management is a crucial sales manager skill. You must organize your time to be most effective. This course will teach you how to organize your time so you can lead your employee's time management efforts. You can't be a leader if you're bogged down in poor time management. 

Teacher: Spike Santee

Rational Problem Solving

A tricky decision may sound simple on paper, but the reality can be much tougher. The most valuable sales managers can learn from their experiences, follow their intuition, and make tough decisions. This course will show you best practices in problem-solving. 

Teacher: Spike Santee

Analytical Skills

Sales managers need analysis skills to review sales data and financial reports. This skill allows you to determine the relevancy of the data and make meaningful conclusions. Using your findings, you can improve your sales plan and strategies.

Teacher: Spike Santee

Basic Accounting Practices

As a sales manager, you are responsible for generating profitable sales. You will need to have an understanding of basic accounting practices to know how to identify profitable efforts and avoid unprofitable pitfalls along the way. 

Teacher: Spike Santee

Customer Relationship Management Systems

There is no room in sales management for someone with inadequate computer skills and attention to detail. The modern sales department uses a professional Customer Relationship Management System to stay organized about the most profitable opportunities. This course will teach you the basics of CRM for the sales manager. 

Teacher: Spike Santee

Four Formal Methods of Communication

The organized, professional sales manager understands the need for clear, concise communications. This course will teach you how to build your organization around the Four Formal Method of Communication in a high-performance organization. 

Teacher: Spike Santee

Goal Setting

Learning to set realistic goals that fulfill your company priorities is essential for the sales manager's success. This course will teach you the basics of goal setting and resource planning. 

Teacher: Spike Santee

Budgeting

The sales manager is responsible for budgeting the necessary resources to fulfill your company's business priorities. You must develop a fully staffed, trained, and financed sales department. This course will show you how. 

Teacher: Spike Santee

Pricing the Inventory

Incorrect pricing can doom even the best sales efforts. Each individual commercial availability has a value. Failure to correctly price and sell your inventory can lead to a financial disaster at your Radio station. This course will show you how to avoid such a tragedy. 

Teacher: Spike Santee