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SALES LEADERSHIP CERTIFICATE PROGRAM CURRICULUM
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Module I |
Top Grading your Sales Force |
Hiring Templates
Job Descriptions
Benchmarking
Interviewing Skills
On-boarding Process
Sales Compensation Planning
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Module II |
Leadership Skills |
Vision/Strategy/Tactics
Leading Change/Setting the Culture
DISC Profiling
Goal Setting
Managing Behavior
Supervising
Coaching
Mentoring
Training
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Module III |
Managing Behavior |
Planning & Tracking
Accountability & Expectations
Consequences
Need for Consistency
Performance improvement planning
Sales Templeting
Defining the Sales Process
Communicating the Sales Process
Contact Management and CRM solutions
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Module IV |
Coaching & Debriefing |
Effective One-on-One’s
Coaching
Debriefing
Conducting effective sales meetings
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Module V |
Account Planning & Territory Management |
Good Fit Customers
Account Planning
Target Marketing
Territory Development & Growth
The Role of Marketing
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Module VI |
Time Management |
Characteristics of Highly Effective People
The Connection Between Goals & Action
Time Management: Urgent Vs. Important
Time Robbers
Building a Cookbook for Success
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Module VII |
Strategic Sales & Marketing, Part I |
Hedgehog Principle
Goals
Strategies
Marketing
SWOT Analysis
Market Analysis
Devising a Best Fit Sales Strategy
CRM
Creating the Plan
Executing on the Plan
SALES LEADERSHIP
Required Reading
The 4 books below are required reading and must be purchased prior to commencement of the 1st class
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Title |
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Top Grading by Brad Smart
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From Good to Great by Jim Collins
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Mastering The Rockefeller Habits by Verne Harnish
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Blue Ocean Strategy By W.Chan Kim & Renee Mauborgne |
About your Instructor
Don Hahn CFCC, CPBA, CPVA
Donald J. Hahn, managing Partner of Hahn Sales Training has enjoyed a successful 30 year sales and sales management career. 
Working for fortune 500 companies, Don consistently ranked in the top 5% of performers nationwide. As an accomplished sales executive and leader he has delivered marketing, training, coaching and recruiting solutions to hundreds of companies and thousands of sales professionals. He is an accomplished speaker and author.
A Certified Franklin Covey Coach, Past President of the Buffalo Niagara Sales & Marketing Executives, member of the American Society for Training & Development and the International Coaching Federation, Don delivers remarkable results to his clients throughout the Greater Niagara Region. Numerous fortune 1000 companies have benefited from his unique sales insights and trainings over the years. Don delivers a reliable interviewing tool entitled H.I.R.E which improves sales candidate selection.
Click this link for more information about the instructor, Don Hahn
