Course curriculum

  • 1

    Your Journey Begins!

    • Welcome to the Program!

    • Things to Know Before You Get Started

    • Download the Workbook
  • 2

    The Secret to Great Sales Leadership

    • The Best Sales Leader You Ever Had

    • The Value of Great Sales Leadership
  • 3

    Your Leadership Self-Assessment

    • Introduction to the Exercise

    • Focus - How Are You Spending Your Time? - Part 1

    • Focus - How Are You Spending Your Time? - Part 2

    • Predictability - Can Your Team Anticipate Your Actions? - Part 1

    • Predictability - Can Your Team Anticipate Your Actions? - Part 2

    • Trust - Do You Have Enough Of It?
  • 4

    Skill #1 - Promoting Transparency

    • Mastering the "Why" to Help Your Team Execute with Purpose

    • Create Certainty with the 3 C's

    • Transparency Exercise
  • 5

    Skill #2 - Protecting and Advocating

    • Why Good Leaders Make You Feel Safe

    • The One-Sentence Advocacy Builder

    • Closing the Advocacy Loop
  • 6

    Skill #3- Driving Accountability

    • Preparing for the Board Meeting

    • Tactic #1 - Writing Things Down

    • Tactic #2 - Let the Data Do the Hard Work

    • Tactic #3 - Show Them What "Good" Looks Like

    • Tactic #4 - Promote Ongoing and Visible Practice

    • Tactic #5 - Deputize Your Team

    • Moderating the Scope and Intensity of Your Accountability Motion
  • 7

    Skill #4 - Coaching Your Team

    • The Value and Problem with Coaching

    • The Prioritization Pyramid

    • What is Coaching?

    • Why Coaching Alignment Matters

    • What Does Top-Tier Coaching Look Like

    • Diagnosing Issues - The Two Modalities

    • Diagnosing Issues - The Leading Indicators Coaching Formula

    • Diagnosing Issues - Coaching with Questions

    • Coaching with Accountability
  • 8

    Skill #5 - Getting and Giving Feedback

    • The Importance of Feedback Frequency

    • Getting Feedback - How and What to Ask

    • How to Give Feedback

    • How to Have Hard Conversations

    • Bonus Lesson: When to Exit Low Performers
  • 9

    Congratulations!

    • You Made It!