When will I have access to the lectures and assignments?

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

What will I get if I subscribe to this Specialization?

When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.

Is financial aid available?

Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

Core Sales Operations and Performance

4 days left! Save on skills that make you shine with 40% off 3 months of Coursera Plus. Save now

Core Sales Operations and Performance

This course is part of Sales Team Management Specialization

Instructor: LearnQuest Network

Included with

Learn more

3 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

3 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

What you'll learn

Design efficient, scalable workflows that reduce manual effort and improve team collaboration.
Automate repetitive processes to boost accuracy, eliminate bottlenecks, and drive productivity.
Apply workflow insights to align stakeholders, streamline operations, and deliver reliable outcomes.

Skills you'll gain

Tools you'll learn

Details to know

Shareable certificate

Add to your LinkedIn profile

See how employees at top companies are mastering in-demand skills

Learn more about Coursera for Business

logos of Petrobras, TATA, Danone, Capgemini, P&G and L'Oreal

Build your subject-matter expertise

This course is part of the Sales Team Management Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 3 modules in this course

This beginner-level Sales Team Management Specialization equips early-career professionals, career-switchers, and new managers in India and the USA with the essential tools to lead, motivate, and develop high-performing sales teams in diverse business environments. Learners will master foundational leadership, communication, and analytical skills necessary to thrive in today’s fast-changing, cross-cultural sales markets. Through situational exercises and real-world scenarios, participants will learn proven strategies for motivating teams, building and managing pipelines, leveraging technology, and driving sustainable sales outcomes. Key motivations include strengthening team performance, adapting to regional buyer behaviors, and catalyzing professional growth in both traditional and emerging markets. Upon completion, learners will confidently step into sales management roles, ready to deliver impact in global and local contexts.

Module details

Take the guesswork out of sales pipeline management with this focused module. Learn to forecast, prioritize, and qualify leads for sustainable growth using proven frameworks like BANT. Develop the habits and technological fluency essential for maintaining a clean, high-performing pipeline—so you focus your efforts where they’ll drive the best results. Discover how smart CRM use and mobile tools power real-time engagement and analysis, wherever your team operates. By the end, you’ll turn opportunity management, reporting, and prioritization into your core advantage—putting your team on the path to consistent, scalable performance.

What's included

10 videos1 reading3 assignments

10 videosTotal 17 minutes

Welcome to Pipeline Management and Lead Qualification2 minutes
Introduction - Pipeline Management and Lead Qualification1 minute
Using Forecasting Basics to Prioritize Sales Activities for Optimal Impact2 minutes
Qualifying Leads with BANT and Other Beginner-Friendly Frameworks2 minutes
Implementing Technology for Pipeline Hygiene and Batch Follow-Up2 minutes
Mastering Basic CRM Features for Accurate Pipeline Monitoring2 minutes
Ensuring Data Integrity and Regular Updates for Actionable Insights2 minutes
Leveraging Mobile Apps for On-the-Go Sales Team Collaboration2 minutes
Expert Insights: Scaling Results and Continuous Development3 minutes
From Management to Selling1 minute

1 readingTotal 5 minutes

Action Story: When Your Forecast Doesn’t Survive the Morning Meeting5 minutes

3 assignmentsTotal 46 minutes

Pipeline Management and Lead Qualification10 minutes
CRM and Digital Tool Integration10 minutes
Pipeline Management and Lead Qualification26 minutes

Lead your sales team with confidence and integrity as you master objection handling and ethical selling in this pivotal module. You’ll gain research-driven skills to address common objections—be it pricing, product fit, or cross-cultural nuances—while developing ethical selling strategies that earn trust and drive results in both India and the US. With actionable frameworks for compliance, real-world case studies, and leadership modeling, you’ll learn to empower your team, build enduring client relationships, and protect your organization’s reputation in today’s dynamic marketplace.

What's included

8 videos2 readings2 assignments

8 videosTotal 14 minutes

Overcoming Objections and Ethical Selling1 minute
Adapting Objection-Handling Scripts to Local Buyer Expectations2 minutes
Using Active Listening to Uncover Hidden Concerns and Build Solutions2 minutes
Modifying Outreach Timing and Messaging for Cultural Resonance2 minutes
Implementing Compliance Checklists for Team-Wide Ethical Selling2 minutes
Conducting Regular Ethics and Scenario Training Sessions1 minute
Promoting Honesty, Transparency, and Responsibility Through Leadership Modeling2 minutes
Expert Insights: The Hidden Power of Procurement in Sales Deals3 minutes

2 readingsTotal 10 minutes

Action Story: When One Objection Derails Two Markets5 minutes
Action Story: When Pressure Pushes You Toward an Unethical Shortcut5 minutes

2 assignmentsTotal 36 minutes

Overcoming Objections and Ethical Selling10 minutes
Overcoming Objections and Ethical Selling26 minutes

Accelerate your team’s results with this in-depth module on performance analysis and optimization. You’ll gain practical frameworks for designing dashboards, recognizing key trends, and managing performance across individuals and teams. Learn how to drive motivation through strategic campaigns and feedback-driven improvement. Discover the keys to seamless collaboration with marketing and support, process automation, and best practices for leading distributed teams. By mastering these skills, you’ll turn analytics into measurable wins—consistently optimizing your operations for peak productivity and sustainable sales growth in today’s data-driven landscape.

What's included

11 videos2 readings2 assignments

11 videosTotal 19 minutes

Performance Analysis and Team Optimization1 minute
Expert Insights: Core Sales Operations and Performance2 minutes
Designing Simple Dashboards for Core KPIs and Individual Goals2 minutes
Running Motivating Sales Campaigns to Drive Short-Term Results2 minutes
Recognizing Performance Trends Early and Adjusting Tactics Swiftly2 minutes
Expert Insights: Foundations of Sales Team Leadership2 minutes
Establishing Handoff Protocols with Marketing and Support Functions2 minutes
Introducing Automation for Daily Tasks to Boost Efficiency1 minute
Coordinating Distributed Sales Teams for Consistent Brand Messaging2 minutes
Expert Insights: Structure and Accountability Drive Sales Team Performance2 minutes
End of Course: Ready to Advance Sales Team Impact2 minutes