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Sales leaders carry some of the greatest responsibilities in any organization.
They must hit sales targets with little control over the outcomes, manage strong personalities, and lead directives from senior leadership.
Unfortunately, in many organizations, emerging sales managers receive little or no training before taking on the job.
Investing in sales leader growth is one of the most impactful investments you can make. While a powerful and effective sales leader offers mounting benefits, an ineffective sales leader takes an even greater toll on a company, resulting in stalled or lost deals, expensive turnover of staff, and missed revenue goals.
What is the Sales Leader Growth Series?
The Sales Leader Growth Series is a program with nine different courses to select from for a comprehensive growth plan.
Each of the nine courses includes four hours of virtual instructor-led training with Sandler coaches over two or three sessions.
We designed three different learning paths with your goals in mind. Each one requires the Coach to Success course with its essential sales leadership coaching skills.
Coach to Success
Introduction to the four-step Coach to Success model, leveraging techniques like the coaching contract and Sandler’s questioning strategies.
Building an Operating Framework
Exploration of creation and establishment of sales accountability through operating procedures to drive sales and meet goals.
Strategic Coaching
Examination of long term goals and improvements, applying the Coach to Success model to ultimate success.
Navigating Candidate Identification and Interviewing
Introduction to the Hiring PIPEline and RESEARCH Model, and application through a successful hiring process.
Securing the Best Candidate
Exploration of the Job Candidate Scorecard, hiring decision criteria and internal biases to identify key hiring insights.
Onboarding for Productivity and Retention
Examination of the MAPs process and 4 Step Onboarding plan, standardizing onboarding to increase speed to productivity for sales.
Coaching Client Meetings
Introduction to Pre-Call Planner tool amplifying individual accountability by implementing debriefing and observation.
Coaching Deal Advancement
Exploration of deal management and identifying risks, and implementation of risk mitigation strategies through creative questioning.
Coaching Pipeline Optimization
Examination of pipeline health and how to assess pipeline health using an excel analysis tool driving optimization through Pruning, Prioritizing and Prospecting.