Course curriculum
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1
Welcome to the course!
- Optional - Sales Leadership Testimonial Video 1 FREE PREVIEW
- Optional - Sales Leadership Testimonial Video 2 FREE PREVIEW
- How to use this course
- Before we begin...
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2
Sales Leadership Intensive
- Introduction
- The 24 Words
- Assignment
- Introduction to the Core Competencies
- Assignment
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3
Sales Process - a Coaching Structure
- The Baseline Selling Sales Process
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4
Preparing to Coach
- Shaping Your Environment
- Assignment
- How to Coach Salespeople FREE PREVIEW
- Assignment
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5
Coaching in Action
- Recorded Coaching Conversation, Analysis and Discussion #1 FREE PREVIEW
- 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
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6
Your Turn to Coach
- Your First Coaching Conversation
- Assignment
- Schedule one-on-one Coaching Call with Dave Kurlan
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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
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8
Pipeline and Metrics
- Managing the Pipeline and Creating Metrics
- Assignment
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9
Accountability
- Holding Your Salespeople Accountable
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10
Motivation
- Motivating Your Salespeople
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11
The Story the Sales Candidate Assessment Tells
- How to Interpret an OMG Sales Candidate Assessment
Testimonials
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