Foundations of Sales Leadership
This program is designed to help new and experienced sales leaders master the 5 key skills that are scientifically proven to lead to top sales team performance.
Welcome to the Program!
Things to Know Before You Get Started
Download the Workbook
The Best Sales Leader You Ever Had
The Value of Great Sales Leadership
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?
Mastering the "Why" to Help Your Team Execute with Purpose
Create Certainty with the 3 C's
Transparency Exercise
Why Good Leaders Make You Feel Safe
The One-Sentence Advocacy Builder
Closing the Advocacy Loop
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
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
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
You Made It!