Print12-Week Sales Leadership Course Curriculum
PREWORK – PREPARING FOR THE COURSE |
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| Welcome | Video |
| Sales Leadership Self-Assessment Survey | Assessment |
| Sales Leadership Self-Assessment Worksheet | Assignment |
| Meet Your Accountability Partner | Partner Meeting |
| Syllabus / Introduction to Cohort Learning | Assignment |
| Welcome to the Cohort | Discussion |
WEEK 1 – GETTING READY TO SHIFT |
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| Sales Leadership vs. Sales Management | Video |
| Growth Mindset: The Foundation of Sales Leadership | Video |
| Growth Mindset: Activity | Assignment |
| The Role shift: Activity | Assignment |
| Welcome to Commercial Interiors, Inc. | Video |
| Role Shift: Accountability Partner Discussion | Partner Meeting |
| Role Shift: Cohort Discussion | Discussion |
WEEK 2 – DISTRIBUTOR ECONOMICS 1 |
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| Distributor Economics | Video |
| Introduction to Distributor Economics | E-Learning |
| Distributor Models: Reflection | Discussion |
| Analyzing Installed Margin | Assignment |
| Analyzing Installed Margin: Discussion | Discussion |
| Accountability Partner Discussion | Partner Meeting |
| Playbook | Document |
WEEK 3 – DISTRIBUTOR ECONOMICS 2 |
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| Quote-to-Invoice Process | E-Learning |
| Quote-to-Invoice Process | Video |
| Quote-to-Invoice Process: Reflection | Discussion |
| Analyzing Sales’ Impact on the QTI Process | Assignment |
| Applying the Quote-to-Invoice Process in Sales: Reflection | Discussion |
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OFFICE HOURS |
Live with Solomon Coyle |
WEEK 4 – SALES LEADERSHIP RESPONSIBILITIES: STRATEGY |
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| Sales Leadership Responsibilities: Strategy | Video |
| Sales Strategy | Assignment |
| Embracing Digital Transformation | Video |
| Playbook Update | Assignment |
| Distinguishing Sales Strategy from Tactics | Assignment |
| Accountability Partner Discussion | Partner Meeting |
WEEK 5 – SALES LEADERSHIP RESPONSIBILITIES: CULTURE |
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| Sales Leadership Responsibilities: Culture | Video |
| Defining a Healthy Sales Culture | Assignment |
| Sales Culture Case Study | Assignment |
| CRM Strategies: Discussion | Discussion |
| Develop a Healthy Sales Culture: Discussion | Discussion |
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OFFICE HOURS |
Live with Solomon Coyle |
WEEK 6 – SALES MANAGEMENT RESPONSIBILITIES |
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| Managing the Sales Process | E-Learning |
| Mastering Sales Management | Video |
| Aligning Seller Activities with the Buyer’s Journey | Assignment |
| Aligning Sales Methodology with the Sales Process | Assignment |
| Sales Methodology: Discussion | Discussion |
| Accountability Partner Discussion | Partner Meeting |
| Playbook Update | Assignment |
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OFFICE HOURS: MIDTERM CHECK-IN |
Live with Solomon Coyle |
WEEK 7 – STATE OF THE INDUSTRY |
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| State of the Industry Webinar | Webinar |
| Industry Impact Assessment | Assignment |
| Impact on Sales Leadership/Management: Discussion | Discussion |
WEEK 8 – CUSTOMER JOURNEY |
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| Customer Journey | Video |
| The Commodity Curvey and Your Unique Value Proposition | Assignment |
| Digital Marketing: From Basics to Brilliance | Video |
| Digital Marketing and the Customer Journey | Assignment |
| Emerging Trends: Discussion | Discussion |
| Digital Marketing: Discussion | Discussion |
| Accountability Partner Discussion | Partner Meeting |
WEEK 9 – TALENT ACQUISITION AND COMPENSATION |
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| Talent Acquisition and Compensation | Video |
| Building a High-Performing Sales Team | E-Learning |
| Compensation Philosophy, Plans, and Trends | Assignment |
| Sales Roles, Models and Staff Expenses | Assignment |
| Hiring Criteria | Assignment |
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OFFICE HOURS |
Live with Solomon Coyle |
WEEK 10 – MENTORING AND COACHING |
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| Mentoring and Coaching | Video |
| Developing and Retaining Talent | E-Learning |
| A Commitment to Coach | Assignment |
| Coaching Conversation | Assignment |
| Coaching Conversation: Discussion | Discussion |
| Mentoring and Coaching | Assignment |
| Training, Development, and Retention | Discussion |
| Playbook Update | Assignment |
| Accountability Partner Discussion | Partner Meeting |
WEEK 11 – IMPLEMENTATION AND ACCOUNTABILITY |
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| Implementation and Accountability | Video |
| Metrics, Setting SMART Goals, and Accountability | Assignment |
| Creating a Scorecard | Assignment |
| Implementation and Accountability: Discussion | Discussion |
| Playbook Update | Assignment |
WEEK 12 – POST-COURSE WORK |
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| Office Hours: Final Check-In | Live with Solomon Coyle |
| Sales Leadership Self-Assessment | Assignment |
| 1st Follow-up Survey: 4-6 WEEKS | To be scheduled |
| 2nd Follow-up Survey: 6 MONTHS | To be scheduled |
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