Sales Management I
Team Design, Goal Planning, Execution & Performance Outcomes

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Sales Management I:
Team Design, Goal Planning, Execution & Performance Outcomes


Independent Study with Coaching
Starts On Demand

Online Content + 12 Coaching Sessions

Who Should Consider This Program​

Sales Management I is designed for participants with a demonstrated commitment to learning and a strong interest taking the next step in their sales career.

What To Expect​

In UC Santa Barbara Professional & Continuing Education’s Sales Management I course, you will build a comprehensive sales plan for a small, mid-size, or large company, aspiring sales managers, current sales managers, and entrepreneurs will build their business management skills through detailed case study simulations and role-play assignments.

After completing a brief online pre-course survey to help you and your instructors determine an appropriate case study for your learning objectives and career aspirations, you will research and develop a go-to-market strategy for a company with this compelling problem/opportunity. A link to this survey will be sent to students upon enrollment in the course.

You’ll go on to study territory design and select structures appropriate for the specific case; define a best-practice staffing plan and the sales roles needed to meet revenue goals; practice with CRM technology and learn techniques for assuring its adoption by sales teams. You will practice communicating expectations and critical feedback effectively and define the optimum compensation plans for meeting goals. All these components come together in the main course deliverables—a capstone project paper and an oral presentation on the sales plan recommendation.

Tuition: $4,500​

The Sales Management I course is recommended for three upper-division baccalaureate credits by the American Council on Education.

Learning Outcomes​

Sales Basics​

  • Research and develop a  go-to-market plan.
  • Analyze and assess strategic alliances.
  • Critique market-solution fit, revenue model, and  factors unique to your organization.
  • Construct a sales territory plan.
  • Evaluate sales, performance, and compensation-related information effectively.
  • Persuade sellers of the benefits of CRM technology to develop and encourage acceptance and adoption by sellers.
  • Acquire knowledge of best practices in staffing and recruitment.
  • Design sales compensation.
  • Calculate and distribute revenue goals across the organization.

Is Sales Management I for you?​

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