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 View Free Lesson

  • 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.