Sales Leadership Training and Coaching Program‍

FOR FRONT LINE MANAGERS

Fundamentals of Sales Leadership Course

For new or struggling sales leaders
Teaches how to build and manage a high performing team
Covers 6 core sales management capabilities plus leadership principles

Hiring
On-boarding
Building internal relationships
Managing individual performance
Managing the team
Measurement and inspection
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One to Three weeks to complete
Includes content, access to sales leadership methods and tools, and six one on one sessions
Participant applies key concepts to current situation and builds a “blue print” on how to succeed

FOR MANAGERS OF MANAGERS

One on One Coaching Program

For VP or CRO levels
Weekly or bi-weekly 60 minute sessions
Goal is to drive consistent over-achievement of revenue targets

The program begins with documenting the “mission at hand” or “scale plan” for the next 12 months – by quarter. This would include revenue targets, headcount by role, pipeline needed, etc. Capabilities needed (accurate forecasting, effective on-boarding, etc) are also identified. This exercise identifies the strategic components of the “machine” and what needs to be worked on NOW.
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– The follow-on sessions for “Manager of mangers” typically cover topics such as:
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Review of the 12-month “scale plan” – where are the risks?
Internal relationships up, down, and across the organization
Communication up, down, and across the organization
Instrumentation (KPI reporting) and what trends are happening
Effectiveness and consistency of the managers
Capabilities effectiveness and iteration
Pros and cons of various decisions/actions
Team morale
What to prioritize
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Weekly session typically 50% working the 12 month plan, 50% on problem solving current issues

FOR SALES ORGANIZATIONS

Sales Leadership Playbook Program
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For organizations that have multiple levels of sales leaders and/or multiple revenue generation teams (BDR, New Logo, Account Management)
Ensures consistency of process, expectations, and accountability – key components of building a high performing sales team
Playbook details the 6 core leadership competencies for each functional area

Hiring
On-boarding
Building internal relationships
Managing individual performance
Managing the team
Measurement and inspection
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Typically rolled out in a one to two day session with all sales leaders present

Quarterly Sales Organization Review and Alignment
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For organizations that have challenging growth targets and a dynamic environment

A four to eight hour session that covers past three months and upcoming six months

Review of past quarter performance, current capabilities, and readiness to achieve upcoming targets

Produces team alignment on strengths, weaknesses, and priorities for next 3 months

Typically attended by the higher levels of the sales leadership team

Sales Leadership Training and Coaching Program
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