Course Outline:

Module 1: Sales Leadership Metrics Essentials

• Identifying the right KPIs (pipeline health, quota attainment, win rates, churn, etc.)

• Balancing activity metrics vs. outcome metrics

• Using CRM dashboards for real-time performance visibility
  Case Study: How top-performing sales leaders measure success

Module 2: Building Sales Performance Dashboards

• Creating reports in Power BI and Excel

• Integrating CRM analytics with performance tracking

• Visualizing sales data for actionable insights
  Practical Exercise: Build a sales performance dashboard in Power BI

Module 3: Evaluating Team & Individual Performance

• Performance review frameworks for sales leaders

• Using AI-driven coaching and analytics tools

• Linking performance metrics to compensation and incentives
  Simulation: Running a performance review meeting with data insights

Module 4: Driving Accountability and Continuous Improvement

• Setting performance expectations with clarity

• Using LinkedIn Sales Navigator data to track pipeline effectiveness

• Feedback loops for continuous learning and improvement
  Case Study: Accountability systems in high-growth sales organizations

Module 5: Capstone – Designing a Sales Leadership Performance Framework

• Creating a 6–12 month performance evaluation plan

• Embedding metrics into sales culture for long-term success

• Final group presentations of performance evaluation frameworks
  Capstone Project: Build a customized sales leadership performance evaluation playbook