Real Sales Manager

Learning Styles (OPTIONAL)

Managing vs Doing (CORE)

Managing vs Doing Extended (RECOMMENDED)

Best & Worst (RECOMMENDED)

Most Successful (CORE)

Transitioning to a Sales Manager (CORE)

Being Coached (CORE)

Survival Guide (RECOMMENDED)

Further Resources (OPTIONAL)

Activity (CORE)

Coaching Cue Card for this module (CORE)

Introducing Sales Frameworks (CORE)

Absolute Essentials (CORE)

Priority Items 7-24 (CORE)

Essentials Items 25-42(CORE)

Desirables Items 43-64 (RECOMMENDED)

Other Items 65-89 (RECOMMENDED)

Examples (CORE)

Developing and Auditing your own Sales Framework (CORE)

Walk through of using the spreadsheet (OPTIONAL)

Further resources (RECOMMENDED)

Activity (CORE)

Coaching Cue Card for this module (CORE)

Purpose & Tone (CORE)

Support & Challenge (OPTIONAL)

The Hamburger Model (CORE)

Structure and process (CORE)

Examples (RECOMMENDED)

Qualification (OPTIONAL)

Triage (CORE)

Questioning & Question types (CORE)

Question types exercise (RECOMMENDED)

Digging Deeper - Alarm Bells (CORE)

Deciding on the forecast (CORE)

Managing the Pipeline - Gap Analysis (RECOMMENDED)

Further Resources (OPTIONAL)

Activity (CORE)

Coaching Cue Cards (CORE)

Introduction (CORE)

Planning Primer (CORE)

Situation Analysis (CORE)

SWOT (OPTIONAL)

Goals & Objectives (CORE)

Strategy & Tactics

Building the 'Plan for a Plan' (CORE Activity)

Professional Decision Thinking (RECOMMENDED)

Build your Plan (CORE Activity)

Further Resources (OPTIONAL)

Coaching Cue Card for this module (CORE)

Introduction to this module

What do we mean by coaching, and why do it (CORE)

Radical candour (RECOMMENDED)

Coffee Shop Coaching Model (CORE)

Diagnosing Activity (CORE)

Example Coaching session (CORE)

Situational Leadership (RECOMMENDED)

Sales Strategy Coaching (CORE)

Further Resources (OPTIONAL)

Coaching Practice (CORE)

Final Words - before your coaching session (CORE)

Coaching Cue Card for this module (CORE)