This is the foundational and mandatory training for all leadership teams. We all know sales methodologies are important, well a leadership one is even MORE important. Learn how to leverage the BIPSY framework. Behaviors. Issue Diagnosis. Process. Skill. You. to quickly drive performance change.

How do you develop any skill? Coaching. Practice. Repetition. Feedback. What good looks like. Managers need to do more coaching, yet many don’t know how. Learn the science of learning AND how to run practice sessions that reps don’t hate. The higher skilled your reps are the better the results, turn your managers into world class skill developers. How to deliver feedback that sticks and drives behavior change.

The 1:1 is the foundation of great management, but many times, it’s a waste of time. They are ad hoc, unstructured, and unfortunately, unproductive. Learn how to have 1:1s that actually have an impact and lead to improved results. We will create a custom 1x1 template for your team to use from this session.

How you start is how you finish, and most orgs do not have a truly world class onboarding program. They are rushed, unstructured, and sadly do not actually get reps READY for their jobs. Learn how to build an onboarding program that not only build the skills you need, but also filters out those who may not be the best fit.

Most teams don’t have clearly define characteristics they are looking for, or know how to truly screen for them. Hiring is the core foundation of a great manager. Learn how to source, interview, and sell candidates on why they should come work for YOU! PLUS how to build a hiring scorecard so that you can make great hires predictably.

If you’re not intentionally building your culture it happens on accident. If you haven’t clearly defined, documented and demonstrating your culture, you don’t have one. We will define the key virtues for you org, learn how to set truly inspiring goals, and how to motivate your rep to be, do, and achieve more.

It’s not all fun and games, sometimes you have to have the tough convos BECAUSE you care, yet many managers either avoid them, or are overaly harsh which has an opposite affect. This training will teach you how to ‘challenge with care’ and built plans that not only drive results, but also you can actually hold reps accountable to.

Too often managers (and reps) shy away from the data/math side of sales leadership. That worked in the old days, it doesn’t work anymore. In this session you’ll learn how to identify the number 1 metric per rep, build a metric calculator that helps reps reach their goals, and use data to make informed coaching and leadership decisions. No more flying blind, let data be your guide.

'Prescription without Diagnosis is Malpractice’ Too often this is how managers are leading. You need to be able to know what’s CAUSING the results, both good and bad. Learn how to not only properly diagnose, but build an issue diagnosis checklist that allows you to do it a scale for each and every metric.

Regardless of your sales methodology, how you actually MANAGE a deal is key. Combine that with the black box that is forecasting, this is a skill that managers need to learn and instill in their team. Learn how to create a deal management checklist and forecasting system that is not only accurate, but leads to higher conversion rates.

Help your managers understand what it takes to be a director, how to communicate up, how to stand out and how to ‘challenge’ properly. Managing up is just as important is managing down yet, it is not taught how to be done the right way. 

One of the most popular modules, teaching your leaders how to truly set, plan, and achieve goals. You can’t motivate people for your reasons, you can only motivate theirs. Understanding their goals, and helping them achieve them is true leadership. 

Understanding how to truly be a leader, not just a manager is a massive shift in a leaders career. Understanding the psychology of leadership, what makes people tick, how to truly deliver feedback and operate with high EQ’

Most sales playbooks are outdated, out of touch, and never used. They focus too much on the product, and not enough on everything else. Learn how to create a sales playbook following the 6Ps that actually prepare a rep for their role, can be used, and is based on reality and true best practices.

A great call scorecard is one of the most powerful coaching and training tools you can have in you arsenal. Eventually ti all comes down to what is said on the phone and how they said it. Creating call scorecards allow you to coach at scale, improve rapidly, and replicate what good looks like fast!

Live Better. Lead Better - First Lead Thyself. You can’t pour from an empty cup. Learning how to better manage the stress that comes with leadership, will not only make you a better leader but it will also give you the tools to help your reps do the same things. The better YOU are the better your can make your team. That is the key.

Most managers are running around constantly putting out fires, trying to do all the things and yet nothing actually gets done. Rarely focused on the RIGHT things to drive performance. Learn the best time management  process I have come across while also learning how to prioritize to make sure the RIGHT things get done by the right people. Delegation is a key skill taught here as well.