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Certificate Course
Sales Management
Duration
4 Weeks - 80 Hours
No. of Lessons
4 Lessons
Delivery
Self-Paced Learning
Credential
Certificate on Completion
Course Overview
This course develops mastery across the full sales management cycle: strategy, program development, implementation, and evaluation. Learners connect firm strategy to account-level choices, design and staff the sales organization, deploy the salesforce using effort, size, and territory analytics, and evaluate performance with sales, cost, profitability (including activity-based costing), and productivity measures. The extended format allows for richer practice with data sets, tool build-outs, and a comprehensive capstone portfolio.
Course Learning Outcomes
By the end, learners can
- Explain the sales management process and its link to firm strategy
- Develop a strategic sales program across account targeting, relationship strategy, selling approach, and channel mix
- Recommend a sales organization design—covering specialization, centralization, span of control, and line versus staff—for a given selling situation
- Allocate selling effort, size the salesforce using workload and incremental methods, and outline practical territory design rules
- Build a complete sales plan that aligns structure and deployment with customer and market realities
- Evaluate sales program effectiveness using sales, cost, profitability (including activity-based costing), and productivity metrics, and recommend actions
Course Outline
Lesson 1: Sales Management and Strategy
Focus: Sales management process; strategy cascade from corporate to sales; organizational buyer behavior.
Lesson 2: Developing the Strategic Sales Program
Focus: Account targeting, relationship strategy, selling approach, and channel design (direct, representatives, distributors, inside sales, digital, team selling); channel conflict and the balance of control and cost.
Lesson 3: Implementing the Strategic Sales Program
Focus: Sales organization design (geographic, product, market, functional, hybrid); specialization and centralization; span of control; line versus staff; deployment analytics (effort, size, territories); turnover and outsourcing considerations.
Lesson 4: Evaluating the Strategic Sales Program
Focus: Sales and cost analysis; budgeting approaches; profitability analysis (full cost versus contribution; activity-based costing); salesperson performance criteria (results, behavior, profitability); productivity metrics and dashboards.
Career Path
This certificate prepares learners for sales, business development, account management, and sales operations roles across B2B, retail, service, distribution, and corporate sales environments.
Graduates can apply skills in sales strategy, account planning, customer targeting, channel management, sales team coordination, and performance tracking.
Possible roles include
- Sales Coordinator
- Sales Executive
- Business Development Executive
- Account Executive
- Account Manager
- Sales Representative
- Inside Sales Representative
- Territory Sales Representative
- Channel Sales Coordinator
- Sales Operations Assistant
- Customer Relationship Executive
- Sales Team Lead
Skills Employers Value
This certificate is designed around real sales management expectations, focusing on practical skills employers value in sales, business development, and account support roles.
- Sales strategy planning
- Account targeting and segmentation
- Customer relationship management
- Business development skills
- Sales program development
- Channel and territory planning
- Sales performance analysis
- Communication and negotiation
- Data-backed decision making
- Leadership and coaching awareness
- Ethical decision-making in sales
- Productivity and dashboard tracking
Learning Experience
How You Learn
- Self-directed online learning
- Structured reading and reflection
- Case analysis activities
- Sales planning exercises
- Account strategy development
- Salesforce design and territory planning tasks
- Dashboard and performance evaluation activities
- Final capstone sales program brief
Who is This Course For
Is This Right for You?
This certificate may be a good fit if you:
- Want to build a career in sales or business development
- Are preparing for sales coordination or sales support roles
- Want to understand how sales teams are planned and managed
- Need practical skills in account targeting and sales strategy
- Want to improve customer relationship and channel planning skills
- Are interested in sales operations, territory planning, or performance tracking
- Want short-term professional upskilling for sales-related roles
Why Choose Liberty College
Career-Focused Training You Can Trust
- Practical, employer-aligned learning
- Flexible training pathways
- Career support and guidance
- Internship and workplace exposure (where applicable)
- Funding eligibility assistance
- Focus on job readiness and real outcomes
Your Journey to Employment Starts Here
Career Planning & Employment Support
Our team supports students throughout their learning journey and helps them prepare for employment after graduation.
Resume Development Guidance
Build a strong resume that highlights your skills, training, and experience.
Interview Preparation
Practice mock interviews and learn how to present yourself with confidence.
Internship Readiness Support
Get prepared for workplace expectations before starting your internship.
Career Development Resources
Access tools to improve communication, etiquette, and career skills.
Employment Preparation
Support to help you transition smoothly from studies to employment.
Getting Started
Not Sure Where to Start? Let's Map It Out Together
Explore your funding options, find the right program, and take your next step with confidence — at a pace that works for you.
STEP - 01
Explore Funding Options
Explore available funding opportunities and understand the support programs that may be available to you.
STEP - 02
Connect With Our Team
Speak with our team to ask questions, talk through your goals, and get personalized guidance.
STEP - 03
Choose Your Program
Discover career-focused diploma programs designed to help you build practical skills for today's job market.
STEP - 04
Train for Your Future
Complete your training, gain practical skills through your work-integrated internship, and prepare for your next career opportunity.
Funding Support
Explore Your Funding Options
Most adult learners put their goals on hold assuming they have to pay for retraining entirely out of pocket. The reality is different. Financial assistance is available through multiple government and workforce programs to help cover your expenses. You don't have to figure it out alone.
Your Potential Pathways to Funding
NEED HELP DECIDING?
Not Sure Which Program Is Right for You?
Choosing a program is a big step, and you do not have to figure it out alone. Our team can help you explore your options based on your interests, goals, and background. We will also walk you through the funding pathways that may be available to you, so cost is part of the conversation from the start. The guidance is free, with no pressure to commit.
Our Address
285 King St, Suite 400, London, ON N6B 3M6
Call us Monday to Friday, 8:30 AM – 5:00 PM
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Take the First Step Toward Your New Career
YOUR FUTURE STARTS HERE
Take the Next Step Toward a New Career in
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Free. No obligation. Personalized Guidance.
FAQ
Frequently Asked
Questions
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Do I qualify for funding?Eligibility depends on your personal circumstances and the specific funding program. We recommend speaking with our team to explore which options may apply to you.
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What is Better Jobs Ontario?Better Jobs Ontario is a government-supported program that may help eligible individuals access funding for approved training programs to start or change their career.
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How long are the diploma programs?Our diploma programs typically range from 25 to 64 weeks depending on the program. Please contact our admissions team for specific program durations.
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What's included in the internship?Our internship component provides real-world workplace experience in your field of study, helping you build confidence, professional connections, and practical skills before graduation.
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Do I need experience to apply?No prior experience is required for most programs. Our programs are designed to build skills from the ground up for career changers and new learners.