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.
Rising to the Challenge of Sales Management Leadership
How to get the most from this program
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
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
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
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
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
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
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
Lesson 8.1: Working effectively with remote salespeople
Module 8 Quiz
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.
