Fundamentals of Sales Management

Yes. It is a Foundation level program, written for people new to the discipline. Module one starts with basic sales vocabulary and the models of selling before anything technical appears, and each later module builds on the one before. Experienced sellers who were never taught a formal process also tend to find the structure useful, particularly the qualification and discovery modules.

Module five covers two. BANT is taught as the everyday filter for separating a lead from a genuine opportunity, and MEDDIC, with its MEDDICC extension, is introduced for larger or multi-stakeholder deals. Participants also work through the difference between leads and opportunities so that the pipeline a manager reviews contains deals that have actually been qualified rather than contacts that were merely interested.

Module six is given over to the modern sales toolkit. It positions the CRM as the system of record that every other tool reports into, then looks at prospecting, enrichment and engagement tools and at sales enablement and content platforms. The aim is a seller who logs activity consistently and knows what each category of tool is for, which makes pipeline reviews far easier for managers.

It does, in two places. Module ten deals with reading buying signals, trial closing techniques and commitment language, then the handover to delivery or customer success, and finishes on retention, referrals and upsell. Module twelve goes further into key account management: segmenting accounts, account planning, whitespace mapping and multi-threading across stakeholders. New sellers learn early that a signed contract is the beginning of an account, not the end of their involvement.

The program holds 32 hours of self-paced content on the Blue Ocean learning platform, reachable on web and in the mobile app. There are no scheduled sessions, so a cohort can be given a target completion window that suits the onboarding plan, and the administrator dashboard shows managers who has started, where each person is and who has finished.

Yes. Many organizations begin with a pilot cohort, typically one intake of new hires or a single regional team, to check that the content fits their sales motion and to see completion data on the dashboard. A corporate license can then extend enrollment to further cohorts or to the whole sales function on the same platform.

Use the Register Now button on this page. It opens Fundamentals of Sales Management on the Blue Ocean Academy website, where you can enroll and start learning at your own pace.