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
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.
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.
