The Sales Manager’s Guide to Great

The Sales Manager's Guide to Greatness

Overloaded sales managers who often live by moving from crisis to crisis will learn a step-by-step methodology for how to take back control of the most important part of their work – coaching and developing salespeople to success.

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Course curriculum

1

Introduction
- Rising to the Challenge of Sales Management Leadership
- How to get the most from this program
2

Module 1: Making the Choice to Lead
- Module 1 Activity Instructions
- Lesson 1.1: Commit to the mindset of great leadership
- Lesson 1.2: The mental toughness of a leader
- Lesson 1.3: Two high-value strategies for team development
- Lesson 1.4: The heart of developmental coaching
- Lesson 1.5: Insights on a Leadership Mindset
- Module 1 quiz
3

Module 2: Take Control of Your Time and Priorities
- Module 2 Downloads: Activities and Toolkit
- Lesson 2.1: Whose priority is it?
- Lesson 2.2: Proactive solutions to reactive problems
- Lesson 2.3: Breaking free from the firefighting trap
- Lesson 2.4: Separating the important from the urgent
- Lesson 2.5: How to prioritize your coaching time
- Lesson 2.6: Developing a coaching plan
- Lesson 2.7: Action steps for mastering your time and priorities
- Module 2 quiz
4

Module 3: Increase Accountability for Excellence
- Module 3 Downloads: Activities and Toolkit
- Lesson 3.1: Why don't salespeople do what we want?
- Lesson 3.2: What is a peak performer?
- Lesson 3.3: How to create a commitment to excellence
- Lesson 3.4: How accountable are you?
- Lesson 3.5: Action steps to improve accountability
- Module 3 Quiz
5

Module 4: Hire the Best, Avoid the Worst
- Module 4 Downloads: Activities and Toolkit
- Lesson 4.1 Hiring your next peak performer
- Lesson 4.2 Hiring criteria for building a more loyal team
- Lesson 4.3 The science and art of hiring peak performers
- Lesson 4.4 Action steps for recruiting and hiring great salespeople
- Module 4 quiz
6

Module 5: Coaching for Impact and Sales Growth
- Module 5 Downloads: Activities and Toolkit
- Lesson 5.1: Why sales coaching matters
- Lesson 5.2: How traditional coaching dooms forecast accuracy
- Lesson 5.3: Deal Coaching 1—Creating a buying-focused sales team
- Lesson 5.4: Deal Coaching 2 —Pre-call conversations that can increase win rates
- Lesson 5.5: Creating a self-improving team with the C.O.A.C.H. model
- Lesson 5.6: Action steps to increase coaching impact
- Module 5 quiz
7

Module 6: Motivate and Energize Your Team
- Module 6 Downloads: Activities and Toolkit
- Lesson 6.1: Motivating your team to perform
- Lesson 6.2: Strategies for handling attitude problems
- Lesson 6.3: Resolving Issues with Troubled Talent
- Lesson 6.4: Confronting Problem Performers
- Module 6 Quiz
8

Module 7: Make It Happen
- Module 7 Downloads: Activities and Toolkit
- Lesson 7.1: Bringing the Future Into the Present
- Lesson 7.2: Improving Your Own Future
- Module 7 Quiz
9

Module 8: Managing and Leading a Remote Team
- Lesson 8.1: Working effectively with remote salespeople
- Module 8 Quiz

Course Description

The Sales Manager’s Guide to Greatness Online Course is a 9-module program that provides comprehensive instruction for mastering the skill of sales team management. Including both video instruction and exercises, the program should take approximately 8 to 9 hours to complete.

In each module, self-directed activities are interspersed with brief (generally <10 min) instructional videos. Each module also includes a quiz and Resource Toolkit that participants can use to apply the concepts on-the-job.

This bite-sized learning approach allows busy sales managers to complete the course in short bursts—where they want and when they want it.

Pricing and Delivery Options

Choose self-guided or custom deliveries, or train-the-trainer

Individual $997 Annual

Self-guided delivery is $997.00 for a 12-month subscription
Hybrid/Group Session

Group delivery to multiple managers available. 12-month access, Virtual Facilitation, Train-the-Trainer and licensing options available. Book a Call

We offer a 30-day money-back guarantee. To be eligible for a refund, you must complete the coursework. If you complete the coursework and don’t feel that the course worked for you, submit your request for a refund within 30 days and we will refund your course fee in full.

Additional resources

The following components are included with the program.

Exercises

Each module includes a downloadable PDF that has instructions for exercises where participants can apply what they are learning.
Resource Toolkit

Participants can download 18 editable forms that they can customize to their own use.
Quizzes

Quizzes help track progress and reinforce key points.