AED Foundation Sales Manager Certification

The AED Foundation's comprehensive sales management certification program offers a blended curriculum of leadership and operational coursework to give managers the acuity they need to succeed.

This program offers sales managers the opportunity to complete learning requirements via web-based, self-paced courses. This certification provide sales managers with a national credential recognized by the equipment distribution industry.

  • Self Study: ​Financial Management 101- Introduction to Business Finance

    A course designed to help you harness the power of accounting by teaching you the fundamental elements of accounting and business finance.

    Financial Management 101: Introduction to Business Finance for Non‐Financial Managers is a course designed to help you harness the power of accounting by teaching you the fundamental elements of accounting and business finance. This course will give you a foundational introduction to basic accounting and finance terms, practices, and methods. The course will also teach you how to read, interpret, and understand the three major financial statements a dealership uses to tell its story: the balance sheet, income statement, and cash flow statement.

    Upon completion of Financial Management 101, participants will be able to:

    • Interpret and comprehend the three major financial statements commonly employed by AED member companies: Balance Sheet, Income Statement, and Cash Flow Statement.

    •Understand the basic principles and processes of business accountancy and finance.

    •Use the Balance Sheet, Income Statement, and Cash Flow Statement to actively inform activity and productivity goals and measures to the extent appropriate to the your position within your distributorship.

    •Use the Balance Sheet, Income Statement, and Cash Flow Statement to form conclusions, ideas, and hypothesis about the financial state of the distributorship.

    Please Note:

    AED Foundation Online Courses are accessible through the Learning Management System for 30 days upon purchase of the course. Access to the course will be restricted after 30 days of active availability for all participants regardless of course progress. Additionally, access to course will be restricted upon successful completion of the Post-Course Assessment with a minimum score of 80% or upon exhaustion of all opportunities to complete the Post-Course Assessment with the required minimum score.

  • Self Study: Sales Leadership 201 - Coaching Not Telling

    This self-study course is an exciting learning experience designed for sales leaders and all people managers. It creates a new perspective on coaching that makes it a part of every conversation and interaction.

    This self-study course is an exciting learning experience designed for sales leaders and all people managers. It creates a new perspective on coaching that makes it a part of every conversation and interaction.

    Every conversation is a coaching moment. There is a difference between encouraging someone’s performance and behavior and telling someone to do something to achieve a desired result.

    When you can help someone by coaching, do you respond by telling them or coaching them? Coaching is a selling skill and great coaches take their sales teams to new and exciting levels of performance. This course introduces the skills and traits of how to be an effective and successful coach to your team.

    Content includes:

    • Coaching vs. telling vs. mentoring
    • Setting the stage for successful coaching
    • Self esteem and coaching for the future
    • Validating for mutual understanding, responsibility, and desired outcomes
    • Creating opportunities for success & handling objections
    • Creating a call to action and plan to ensure accountability
    • Recognition
  • Self Study: Sales Leadership 101 - Sales Leadership Skills

    This self-study course is designed for new and seasoned sales leaders. It covers vital areas that all sales leaders must embrace and master to elevate their skills, improve sales team productivity and motivate individual contributors to be better sales professionals.

    This self-study course is designed for new and seasoned sales leaders. It covers vital areas that all sales leaders must embrace and master to elevate their skills, improve sales team productivity and motivate individual contributors to be better sales professionals.

    This course introduces skills that transcend the nuts and bolts of sales management by focusing on creating a sales culture and ecosystem that produces long term revenue and profitability. It will create an inspiring mindset that drives positive behaviors and sets the sales leader up for long-term success.

    Content includes:

    • Establishing presence
    • Salesforce onboarding
    • Active and passive recruiting
    • Being the bridge between the sales team and management
    • Forecasting
    • Creating sales & revenue reports
    • Evaluating and modifying the sales process
  • Sales Manager Certification Exam

    AED Foundation Sales Manager Certification Exam

    AED Foundation Sales Manager Certification Exam

  • Self Study: ​Financial Management 102- Ratio Analysis

    Introduction to Ratio Analysis for Non-Financial Managers

    Financial Management 102: Ratio Analysis for Non-Financial Managers is an online course designed to help you calculate and interpret the financial ratios most commonly used in the equipment distribution industry. Ratio Analysis enables you to spot industry trends and compare your company's performance with the average performance of similar distributorships in the heavy equipment industry.

    Financial Management 102 is a course for anyone in the distributorship who:

    • Has never experienced a formal introduction to ratio analysis

    • Needs a refresher course on ratio analysis because of a promotion or change in job responsibilities

    • Manages a department or team and is responsible for setting activity and productivity goals and metrics

    • Wants a deeper understanding of the path of the dollar through the dealership to ensure professional competency

    • Reads and interprets financial statements to make management decisions

    • Wants to establish a strong foundation of business acumen and core financial knowledge

    Please Note:

    AED Foundation Online Courses are accessible through the Learning Management System for 30 days upon purchase of the course. Access to the course will be restricted after 30 days of active availability for all participants regardless of course progress. Additionally, access to course will be restricted upon successful completion of the Post-Course Assessment with a minimum score of 80% or upon exhaustion of all opportunities to complete the Post-Course Assessment with the required minimum score.

  • Self Study: People Management 101- Own the Vision

    Recorded On: 07/29/2016

    Own the Vision

    This People Management module will focus on the importance and challenges of:

    1) Strategy Execution;

    2) Business Culture & Values;

    3) Accountability;

    4) Employee Engagement.

    It will also end with an introduction to a new High Performance Model that will connect all the pieces we have covered – strategy, organizational culture processes, accountability, employee engagement, and achieving results.

    Please Note:

    AED Foundation Online Courses are accessible through the Learning Management System for 30 days upon purchase of the course. Access to the course will be restricted after 30 days of active availability for all participants regardless of course progress. Additionally, access to course will be restricted upon successful completion of the Post-Course Assessment with a minimum score of 80% or upon exhaustion of all opportunities to complete the Post-Course Assessment with the required minimum score.

  • Self Study: People Management 102- Align Resources

    Aligning Resources for Success

    This People Management module will focus on the importance and challenges of aligning resources (time, money, and talent). We will specifically look at aligning:

    a) a People Strategy (the plan);

    b) key organizational culture processes (OCP's) that Inform, Teach, and Reinforce;

    c) individual and team behavior.

    There will also be a section that specifically looks at some critical 'legal' considerations.

    Please Note:

    AED Foundation Online Courses are accessible through the Learning Management System for 30 days upon purchase of the course. Access to the course will be restricted after 30 days of active availability for all participants regardless of course progress. Additionally, access to course will be restricted upon successful completion of the Post-Course Assessment with a minimum score of 80% or upon exhaustion of all opportunities to complete the Post-Course Assessment with the required minimum score.

  • Self Study: People Management 103- Champion Results

    This People Management module will focus on championing results.

    This People Management module will focus on championing results. We will focus on four key elements and the following learning objectives:

    1. Self-assessment and awareness
    2. Competency trends
    3. Creating a motivating workplace
    4. Practical techniques to champion results

    Please Note:

    AED Foundation Online Courses are accessible through the Learning Management System for 30 days upon purchase of the course. Access to the course will be restricted after 30 days of active availability for all participants regardless of course progress. Additionally, access to course will be restricted upon successful completion of the Post-Course Assessment with a minimum score of 80% or upon exhaustion of all opportunities to complete the Post-Course Assessment with the required minimum score.

  • Self Study: Sales 101- Developing Your Customer Focus

    Developing Your Customer Focus is a course designed to help you locate, impress, and retain a profitable customer base by teaching you the fundamental elements of marketing, sales and customer service.

    Did you know that it costs five times more money to market and recruit new customers than it does to retain your existing customers? Did you know that 68% of customers who leave a business leave because they feel as if they have been treated poorly? Many businesses pledge to provide the best in customer service in their slogans and policies, but what are these businesses doing to promote good service to their customers? As Ben Franklin notes, it's not what a company says it will do but rather what the company actually does. What are you doing to provide excellent service to your customers?

    Developing Your Customer Focus is a course designed to help you locate, impress, and retain a profitable customer base by teaching you the fundamental elements of marketing, sales and customer service. This course will give you a foundational introduction in marketing, the background for why there is a connection between customer loyalty and sales productivity, an overview of the behavioral skills that build strong customer relationships, and real-life best practices provided by your industry peers to help you put your new knowledge and skills into practice.

    As a manager, you have goals and expectations for yourself and for your team – and your executive team has goals and expectations for you. Understanding essential marketing, sales and customer service practices will help you to play a major role in the profitability of your dealership. The knowledge of best marketing practices along with the ability to retain customers through effective service practices will enable you to emerge as a valuable asset to your dealership, your branch, and your department.

    Please Note:

    AED Foundation Online Courses are accessible through the Learning Management System for 30 days upon purchase of the course. Access to the course will be restricted after 30 days of active availability for all participants regardless of course progress. Additionally, access to course will be restricted upon successful completion of the Post-Course Assessment with a minimum score of 80% or upon exhaustion of all opportunities to complete the Post-Course Assessment with the required minimum score.