Course curriculum

  • 1

    Welcome to the course!

    • Welcome to ProActive Sales Management

    • Your Workbook
  • 2

    Chapter #1

    • FTC - Faith, Trust, and Confidence

    • What is the Role of the Sales Manager?

    • Manage the Right Things

    • Sales Cultures

    • C3 - Important vs Urgent
  • 3

    Chapter #2

    • Time management - Where should you spend your time?

    • The ProActive Sales Success Formula

    • Put it all Together - Miller 17

    • Pygmalion - Employees will do What is Expected of Them
  • 4

    Chapter #3

    • ABC Hiring

    • Profile of a Successful Performer

    • A-B-C Interview Process

    • Interview Hints and Tips

    • Five Sales Characteristics
  • 5

    Chapter #4

    • Corrective Action Defined

    • Reasons for Termination

    • Coaching in Corrective Action

  • 6

    Chapter #5

    • What is Good Coaching?

    • Coaching on Sales Calls

    • Keys to Great Coaching
  • 7

    Chapter #6

    • Forecasting and Stage Management

    • Maybe's, Forecasting, and Stages

    • Stages and Velocity

    • The 30/60/90
  • 8

    Chapter #7

    • Rewards, Contests, and Leverage

    • 5 Areas for Training

    • Tips for Effective Sales Meetings
  • 9

    Final Thoughts and Next Steps

    • Congrats! Final Thoughts

    • More Resources