The vast majority of managers are not natural coaches. This course helps us tackle the two most common “Coachastrophes” that cause reps to leave call coaching sessions deflated. We’ll focus on improving the coaching interaction by making it more interactive, more positive, and more rep-focused. Managers will look forward to coaching sessions, and reps will leave feeling confident and excited to dial.

The stats show a discrepancy between how often reps feel coached and how often we think we’re coaching. By the end of this course, you’ll have a prioritized list of who on their team to coach, how often, and why, and a schedule they’re ready to execute AND maintain.

As a manager, it’s our obligation to help our reps grow! This course dives into our role before and after formal training, low-cost/no-cost ways to develop ourselves, words and actions that inspire, and the Factor 8 tools that make it fast and easy for us. You’ll leave with an action plan for the month and a vision of “best-in-class”.

There’s more to goal setting than being SMART. This course covers the often barren land between metrics and goal, and how to translate the big goals into milestones, KPIs, behaviors, and tasks. We’ll cover levers we can pull to motivate reps and the art of stretch goals.

Everyone loves a sales meeting, right? RIGHT? You’ll build a sales management process/cadence that moves you from reactive to proactive. We’ll cover the most important interactions, how often to have them, what needs to be prepared, and who should attend. You’ll leave with a monthly calendar that keeps everything on track.

Having difficult conversations is a part of every sales manager’s job, a tough part. Arm yourself with our E-COACHN℠ Model and some tips around who, what where, when, and how to have these talks. You’ll leave feeling much more confident doing the hard stuff.

We know that identifying and hiring top talent can be a game changer for every sales organization, but what criteria are important to you, your team, and organization? We’ll identify the critical knowledge, skills, experience, attributes, and abilities for success in your company, how to uncover each, and build a best practice matrix for new hires at your organization.

Being a front-line sales manager is one of the most difficult jobs in sales! If you’ve ever found yourself running in circles while putting out the hottest fires only to find yourself working later and later each day, this course is for you! We’ll focus on the difference between “important” vs. “urgent” and make time to execute your manager cadence.

These critical touch points can often fall flat. We’ll dive into what to cover, reports needed, how to engage and connect beyond the numbers, and how to show up as a coach. This type of meeting is a valuable opportunity to engage our team and do more than review performance. Our course will expand the meeting agenda to engage the entire person and set smart goals for the next period, plus underline the importance of documentation.

Ready for a quick and effective sales meeting that reps are excited to attend? This course helps you keep it fresh, focus the team, and set the tone for a great selling day.

A well-managed and healthy pipeline can be one of the best tools in a sales manager’s arsenal. This course will cover how each level uses the pipeline, important terms, and outline a five-step process to check for optimal pipeline execution. A critical step to improving forecasting, we’ll get everyone on the same pipeline page and arm you with techniques to keep those pipes healthy and clean.

Helping reps hit goal comes in many forms: deal strategies, territory strategies, account strategies, and lead strategies. We’ll cover which is what, when to have them, and ideas on levers to pull to win.

Imagine having a playbook for running the best meetings – every type of meeting. The COACHN℠ Model reduces meeting prep time, ensures every interaction is impactful, and helps us show up like a coach vs. a manager. Look for the COACHN℠ Model in all sales manager meetings training.

This course will help you shed your rep-level activities and mindset and set personal goals for the kind of leader you want to be in your organization. You’ll raise the bar on your management role model, learn more about the best-in-class sales manager and director role, and how to spot a leader who is struggling. If it’s time to let go of old rep-level duties and paradigms, this course will provide a vision and an action list to get there.