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SALES LEADERSHIP FUNDAMENTALS CERTIFICATE PROGRAM CURRICULUM
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Module I |
Evaluating & Selecting Talent |
· Hiring skills (Search - Qualities of good Agents)
· Interviewing techniques/Questions
· Recruiting (sources & strategy)
· Assessments
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Module II |
Knowing, Leading, Coaching & Debriefing: |
· DISC Profiling
· Leading Change/Setting the Culture
· Supervising
· Coaching
· Mentoring
· Training
· Conducting Effective one-on-one’s
· Accountability & Expectations
· Consequences
· Incentives/Rewards/Recognition
· Need for Consistency
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Module III |
Planning and Execution |
· Creating a strategic sales and marketing Plan
· Territory Planning
· Account development
Required Reading
The 2 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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From Good to Great by Jim Collins
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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
