Profession: head of sales
In one month, learn to run a sales department: build a sales funnel, lead the team to its target, roll out KPIs and CRM — and close deals in B2B and B2C.
The head of sales carries the sales target
The head of sales sets the target and is accountable for hitting it, tracks what the team costs and decides which metrics to judge it by. Without a head of sales, a sales department in a mid-size or large business works blind — which is why strong sales leaders are needed everywhere: IT, construction, retail, healthcare, banking and manufacturing.
For people growing in sales
You want to become a head of sales
You’re a strong sales rep, ready to move into management.
You already work in B2B or B2C
You want to build your skills and improve your team’s results.
You’re starting a business
You need to set up sales the right way from day one.
You want to close more
Learn to spot where the department loses deals — and fix it.
From sales rep to manager
Hit the target
Set KPIs, build a sales funnel and lead the team to the number.
Bring order to the department
Understand which products and clients bring in money, and introduce work standards.
Manage the team
Onboard, motivate and train sales reps, and improve their performance.
Do the math
Read metrics, calculate customer acquisition cost and department expenses.
Work in CRM
Why you need a CRM, how to implement it and how to train the team to use it.
Present results
Prepare reports and presentations, and defend them before management and clients.
10 lessons: from sales system to exam
Lesson 1. Sales management
The role of the head of sales. Assessing the current situation, processes and planning system. People, processes, KPIs, incentives, automation. How to prepare presentations and present inside the company.
Lesson 2. What a head of sales should be like
Professional ethics, confidence and product knowledge. Appearance, voice, communication style. Personal positioning, company and product positioning, tone of voice with clients.
Lesson 3. Systematic selling, part 1
What a sales funnel is. The key stage of a deal. How marketing and sales work together so leads don’t go to waste. How to take a client from first touch to a closed deal.
Lesson 4. Systematic selling, part 2
Why you should sell on the first attempt without being pushy. Trust: why the client should buy from you specifically. Knowing your target audience.
Lesson 5. Stages of a sale
Making contact, setting the agenda, qualification, needs discovery, presentation, trial close and price range, closing the deal.
Lesson 6. Objections and scripts, part 1
Needs discovery. “I’ll think about it” and “It’s too expensive” — what to do. How to write scripts and why you need them. A sales rep’s toolkit.
Lesson 7. Objections and scripts, part 2
Work algorithms, follow-up to close and client touchpoints. Buyer psychology. How to put together a commercial proposal.
Lesson 8. CRM system
How a CRM works, how to choose one and how to work in it. Why a sales department needs it; KPIs and targets in the CRM.
Lesson 9. Practice and drills
Exam preparation, competitor analysis, goals and mindset, how to avoid burnout.
Lesson 10. Exam
Product presentation and commercial proposal, audience description and segmentation, handling common objections, 10 sales made during the course, before-and-after takeaways.
Solve a case from a real sales department
The cases cover typical sales department problems. You assess the situation, prepare a plan of changes and defend it before the examiners.
Your instructor
Alisher Atametov
Founder of Avar Sales. Teaches the course in person.
