This course introduces you to the Frictionless Sales Framework and how it can enable your sales team to be more effective and efficient. You’ll learn how to measure your team’s effectiveness with a Rep Efficiency Audit. You will discover how to create a sales process that aligns with your targeted buyer’s journey as well as your business goals. You’ll also learn how to create an effective sales training program, hiring strategy and onboarding process to help you staff your team with the best sales professionals and train them to be successful.
Managing for Frictionless Sales
Give your career the gift of Coursera Plus with $160 off, billed annually. Save today.
Managing for Frictionless Sales
This course is part of Strategic Customer Relationship Management & Sales Technique Specialization
Instructor: Kyle Jepson
Included with 
Gain insight into a topic and learn the fundamentals.
Beginner level
Recommended experience
16 hours to complete
3 weeks at 5 hours a week
Flexible schedule
Learn at your own pace
What you'll learn
How to create an effective and efficient sales process
How to develop a sales team hiring strategy
How to implement an effective sales team onboarding program
Details to know
Shareable certificate
Add to your LinkedIn profile
Assessments
21 assignments
Taught in English
See how employees at top companies are mastering in-demand skills
Build your subject-matter expertise
This course is part of the Strategic Customer Relationship Management & Sales Technique 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
Earn a career certificate
Add this credential to your LinkedIn profile, resume, or CV
Share it on social media and in your performance review
There are 4 modules in this course
In the first week you will be introduced to the Frictionless Selling Framework and how to apply this framework so your team can spend more time selling and be aligned with your target buyer. You’ll also learn how to transform your sales team by giving them consistent opportunities to learn and improve.
What's included
18 videos7 readings6 assignments5 discussion prompts
This week you will examine the Jobs Theory and how it can be used to help you target the right buyers for the product you are selling. You’ll also dive deeper into the buyer’s journey and how this will shape your sales process.
What's included
11 videos2 readings5 assignments2 discussion prompts
In the third week you will focus on the importance of an effective sales training program in reaching your sales goals. You’ll also learn various coaching techniques to help your sales team members become even more successful.
What's included
7 videos2 readings4 assignments2 discussion prompts
In the final week you will learn how to develop a strategy for hiring the best sales representatives and how to create an onboarding process that will ensure their success. You’ll finish out the course with some helpful tips for searching, applying, and interviewing for your next role.
What's included
9 videos4 readings6 assignments4 discussion prompts
Instructor
Offered by
Recommended if you're interested in Business Essentials
HubSpot Academy
Coursera Project Network
Why people choose Coursera for their career
Felipe M.
Learner since 2018
"To be able to take courses at my own pace and rhythm has been an amazing experience. I can learn whenever it fits my schedule and mood."
Jennifer J.
Learner since 2020
"I directly applied the concepts and skills I learned from my courses to an exciting new project at work."
Larry W.
Learner since 2021
"When I need courses on topics that my university doesn't offer, Coursera is one of the best places to go."
Chaitanya A.
"Learning isn't just about being better at your job: it's so much more than that. Coursera allows me to learn without limits."
New to Business Essentials? Start here.
Open new doors with Coursera Plus
Unlimited access to 7,000+ world-class courses, hands-on projects, and job-ready certificate programs - all included in your subscription
Advance your career with an online degree
Earn a degree from world-class universities - 100% online
Join over 3,400 global companies that choose Coursera for Business
Upskill your employees to excel in the digital economy
Frequently asked questions
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. 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.
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. If you only want to read and view the course content, you can audit the course for free.
If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. After that, we don’t give refunds, but you can cancel your subscription at any time. See our full refund policy.