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Hybrid Courses

Sales Leadership and Coaching (Sales Leadership)


Content
  • Introduction
  • Introduction
  • Objectives
  • Lesson 1
  • Sales Leader's Role
  • Exercise
  • Own & Communicate Strategy And Manage Strategy
  • Lead Team Performance
  • Develop Performance
  • Motivation
  • Exercise
  • 4 Most Motivating Aspects Of Jobs
  • Motivation
  • Maslow's Hierarchy Of Needs Theory
  • Herzberg's Theory
  • Three Needs Theory (McClelland)
  • Theories Of Motivation
  • Elements of Sales Leadership
  • Intro For Colin Powell Video
  • Colin Powell Video
  • Vision
  • Take Care Of Your Troops
  • Commend
  • Reprimand
  • Elements of Sales Leadership
  • Vision
  • Example Of Team's Vision
  • Right People
  • Know Your People Part 1
  • Know Your People Part 2
  • Ayub Zuri
  • Necip Camcigil
  • Mohamed Basharat
  • Sherif Tharwat
  • Rajini TS
  • Know Your People Part 3
  • Set Clear Standards
  • Give Proper Tools
  • Accountability
  • Trust
  • Elements of Building Trust
  • Exercise
  • Listen To Your People
  • Remember Little Details
  • Clarify Expectations
  • Don't Ever Stretch The Truth
  • Keep Your Promises
  • Be Consistent, Always Do What Is Best For Your People
  • Thank People And Apologize When You Make Mistakes
  • Personal Integrity
  • The Power Of Trust
  • Lesson 2
  • 5 Levels of Leadership
  • Leadership
  • Levels Of Leadership
  • Level 1 - Position
  • Level 2 - Permission
  • Level 3 - Production
  • Level 4 & 5 - People Development And Personhood
  • The Five Levels Of Leadership
  • Leading vs. Managing
  • Coaching your way to leadership
  • Situational Leadership
  • Task Driven vs. Relationship Driven Leader
  • Leader Behaviours
  • Four Pillars Of Situational Leadership Styles Part 1
  • Four Pillars Of Situational Leadership Styles Part 2
  • Selecting a Coaching Style
  • The Focus of Coaching
  • The Focus Of Coaching
  • Map Your Team Part 1
  • Map Your Team Part 2
  • Prioritising Grid Part 1
  • Prioritising Grid Part 2
  • Prioritising Grid Part 3
  • Selecting Areas of Work
  • Diagnostic Map
  • Diagnostic Map Exercise
  • Lesson 2 Test
  • Lesson 3
  • Effective Coaching Conversations
  • Structuring a Coaching Conversation
  • Structuring a Coaching Conversation
  • Clarify Purpose and Structure
  • Establish Background
  • Identify And Recognize Strengths
  • Identify And Diagnose Problems
  • Clarify Needs
  • Generate Solutions And Action Plan
  • Summarize and Agree On The Next Steps
  • Questioning - Style Of Persuasion
  • Telling Behaviours
  • Asking Behaviours
  • Role Play Scenarios
  • Lesson 4
  • Field Coaching & Feedback Principles
  • How People Develop Part 1
  • How People Develop Part 2
  • EDIF Formula Part 1
  • EDIF Formula Part 2
  • Definition Of Giving Feedback
  • Benjamin Franklin Quote
  • Steps Of Giving Feedback Part 1
  • Steps Of Giving Feedback Part 2
  • SAID Formula
  • Field Visit Form
  • Role Play
  • Handling Poor Performance
  • Confronting People
  • Development Plan Writing
  • Development Plan Writing
  • Diagnostic Map & Planning Matrix
  • Lesson 4 Test
  • Lesson 5
  • Understanding KPIs and Sales Funnel
  • Understanding KPIs & Sales Funnel
  • Sales Success Formula
  • You Can Only Plan The Outcome But You Can Manage The Input Part 1
  • Identify Roles of the decision makers
  • Wallet Holder
  • Wallet Holder Wanna Be
  • Users & Antagonist
  • Guide
  • Importance Of Identifying The Right Decision Makers
  • Example Of Decision Making Structure
  • Talking To The Right Decision Maker
  • You Can Only Plan The Outcome But You Can Manage The Input Part 2
  • You Can Only Plan The Outcome But You Can Manage The Input Part 3
  • What Gets Measured, Gets Done
  • Leading and lagging indicators
  • Leading And Lagging Indicators
  • Example Of Company Funnel
  • Buyer's Journey & Sales Funnel Part 1
  • Buyer's Journey & Sales Funnel Part 2
  • Buyer's Journey & Sales Funnel Part 3
  • Diagnosing Your Metrics
  • Conclusion
  • Conclusion
Completion rules
  • All units must be completed
  • Leads to a certificate with a duration: 2 years
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