Course curriculum

  • 1
    Welcome to the course!
    • How to use this course
    • Before we begin...
  • 2
    Sales Leadership Intensive
    • Introduction
    • Assignment
    • Introduction to the Core Competencies
    • Assignment
  • 3
    Sales Process - a Coaching Structure
    • The Baseline Selling Sales Process
  • 4
    Preparing to Coach
    • Shaping Your Environment
    • Assignment
    • How to Coach Salespeople
    • Assignment
  • 5
    Coaching in Action
    • Recorded Coaching Conversation, Analysis and Discussion #1
    • Assignment
    • Recorded Coaching Conversation, Analysis and Discussion #2
    • Assignment
    • Recorded Coaching Conversation, Analysis and Discussion #3
    • Assignment
    • Schedule one-on-one Coaching Call with Dave Kurlan
  • 6
    Your Turn to Coach
    • Your First Coaching Conversation
    • Assignment
    • Schedule one-on-one Coaching Call with Dave Kurlan
  • 7
    More Coaching in Action
    • Discussion about Difficulty of Coaching
    • Review Your First Coaching Conversation
    • Recorded Coaching Conversation, Analysis and Discussion #4
    • Assignment
    • Recorded Coaching Conversation, Analysis and Discussion #5
    • Assignment
    • Recorded Coaching Conversation, Analysis and Discussion #6
    • Assignment
    • Assignment
    • Schedule one-on-one Coaching Call with Dave Kurlan
  • 8
    Pipeline and Metrics
    • Managing the Pipeline and Creating Metrics
    • Assignment
    • How to Manage the Pipeline and Create Appropriate Metrics
  • 9
    Accountability
    • Holding Your Salespeople Accountable
  • 10
    Motivation
    • Motivating Your Salespeople
  • 11
    The Story the Sales Candidate Assessment Tells
    • How to Interpret an OMG Sales Candidate Assessment