Course Outline:

Module 1: Foundations of Sales Team Leadership

• Traits of effective sales leaders vs. managers

• Building trust, accountability, and vision

• Leadership styles and when to apply them
  Case Study: Transforming a low-performing team into a top performer

Module 2: Coaching & Developing Sales Talent

• Coaching frameworks (GROW, OSCAR) for sales performance

• AI-driven coaching and feedback tools

• Identifying and nurturing high-potential team members
  Practical Exercise: Run a coaching session using role-play scenarios

Module 3: Data-Driven Sales Performance Management

• Using CRM dashboards for activity and pipeline visibility

• Power BI & Excel for sales performance analytics

• Setting and tracking SMART sales KPIs
  Case Study: Using analytics to improve team quota attainment

Module 4: Motivation, Collaboration & Conflict Resolution

• Incentive structures and recognition programs

• Leading hybrid and remote sales teams with digital platforms (Teams, Zoom, Slack)

• Conflict resolution and team dynamics management
  Simulation: Handling conflict between two high-performing but competing reps

Module 5: Capstone – Building a High-Performing Sales Leadership Playbook

• Aligning team strategies with organizational sales objectives

• Creating continuous improvement frameworks

• Developing personalized leadership action plans
  Capstone Project: Design a 90-day action plan to elevate your sales team’s performance