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The Sales Manager’s Guide to Great Online Course

TopLine Leadership, Inc.
Training overview
Professional Course
6 to 8 hours
Start dates
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TopLine Leadership, Inc.

Course description

The Sales Manager’s Guide to Great

The Sales Manager’s Guide to Great Online Course is an 8-module program that provides comprehensive instruction for mastering the skill of sales team management. Including both video instruction and exercises, the program should take approximately 6 to 8 hours to complete.

In each module, self-directed activities are interspersed with brief (generally <10 min) engaging instructional videos. Each module also includes a quiz and Resource Toolkit that participants can use to apply the concepts on-the-job.

This bite-sized learning approach allows busy sales managers to complete the course in short bursts—where they want and when they want it.

To schedule a complimentary 30-minute consultation with this program’s author, Kevin Davis, please contact the training provider using the form below.

Training content

Course Introduction

  • Lesson 0.1: Rising to the challenge of sales management leadership
  • Lesson 0.2: Using this course to coach virtual sales teams
  • Lesson 0.3: How to use this program

Module 1: Making the Choice to Lead

  • Lesson 1.1: Commit to the mindset of great sales leaders
  • Lesson 1.2: The mental toughness of a leader
  • Lesson 1.3: Two high-value strategies for team development
  • Lesson 1.4: The heart of developmental coaching
  • Lesson 1.5: Insights on a leadership mindset

Module 2: Take Control of Your Time and Priorities

  • Lesson 2.1: Whose priority is it?
  • Lesson 2.2: Proactive solutions to reactive problems
  • Lesson 2.3: Breaking free from the fire-fighting trap
  • Lesson 2.4: Separating the important from the urgent
  • Lesson 2.5: How to prioritize your coaching time
  • Lesson 2.6: Developing a coaching plan
  • Lesson 2.7: Action steps for mastering time & priorities

Module 3: Increase Accountability for Excellence

  • Lesson 3.1: Why don’t salespeople do what we want?
  • Lesson 3.2: What is a peak performer?
  • Lesson 3.3: How to create a commitment to sales excellence
  • Lesson 3.4: How accountable are you?
  • Lesson 3.5: Action steps to improve accountability

Module 4: Hire the Best, Avoid the Worst

  • Lesson 4.1: Hiring your next peak performer
  • Lesson 4.2: Hiring criteria for building a more loyal team
  • Lesson 4.3: The science and art of hiring peak performers
  • Lesson 4.4: Action steps for recruiting and hiring great salespeople

Module 5: Coaching for Impact and Sales Growth

  • Lesson 5.1: Why sales coaching matters
  • Lesson 5.2: How traditional sales coaching dooms forecast accuracy
  • Lesson 5.3: Deal coaching 1: Creating a buying-focused sales team
  • Lesson 5.4: Deal coaching 2: Pre-call coaching to increase win rates
  • Lesson 5.5: Creating a self-improving team with the COACH model
  • Lesson 5.6: Laying the foundation for great sales coaching
  • Lesson 5.7: Developing a practical coaching plan

Module 6: Motivate and Energize Your Team

  • Lesson 6.1: Motivating salespeople to perform
  • Lesson 6.2: Strategies for handling attitude problems
  • Lesson 6.3: Examples for talking to troubled talent
  • Lesson 6.4: Confronting problem performers

Module 7: Planning and Implementation for a Better Future

  • Lesson 7.1: Bringing the future into the present
  • Lesson 7.2: Shape your championship strategy
  • Lesson 7.3: Managing and coaching remote sales teams

Why choose TopLine Leadership, Inc.?

22% improvement in a wide range of sales management skills reported

85% of salespeople report being more competent in their job

Our trainers are experienced in selling, sales management, and course delivery

About TopLine Leadership, Inc.

TopLine Leadership, Inc.

TopLine Leadership, Inc.

TopLine Leadership offers sales manager training and consultative sales training to companies around the globe. We have trained more than 35,000 sales managers and tens of thousands of salespeople. Our sales management training program—Sales Coaching & Leadership—offers sales managers a...

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Contact info

TopLine Leadership, Inc.

200 S. Virginia
89501 Reno Nevada

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