Upon completion of this course, participants will be able to:

• Define the characteristics and implement the structural elements of a **High-Performance Sales Team**.
• Master advanced **Behavioral Interviewing** techniques to recruit top sales talent aligned with culture.
• Design and implement a **Structured Onboarding Program** that rapidly reduces new hire ramp-up time.
• Apply systematic, **Data-Driven Sales Coaching** models to diagnose and address performance gaps.
• Develop and maintain a sales culture built on accountability, collaboration, and continuous learning.
• Lead effective and engaging team meetings and training sessions focused on skill practice and peer coaching.
• Implement a fair, objective, and consistent performance management and review process.
• Master the skills of motivation, conflict resolution, and managing the development of diverse talent.

• Sales Managers and Directors
• Sales Team Leaders and Supervisors
• Sales Trainers and Enablement Specialists
• VPs of Sales and Sales Operations Leaders
• Managers of Inside Sales and Business Development Teams

• Role-Playing: Conducting a Performance Diagnosis and Delivering a Performance Improvement Plan (PIP)
• Group Workshop: Developing a 90-Day Structured Onboarding Plan for a New Sales Role
• Individual Exercise: Auditing a Sales Team's KPIs and Identifying the Top Three Coaching Needs
• Case Studies on Building Collaborative vs. Competitive Sales Cultures
• Workshop on Advanced Behavioral Interviewing Questions and Scoring

Unit 1: Defining and Recruiting High Performance

• Identifying the core competencies and behavioral traits of top-tier sales talent.
• Mastering **Behavioral Interviewing** (STAR method) to predict future sales success.
• Developing a compelling Employee Value Proposition (EVP) for sales recruitment.
• Designing a structured, metric-driven **Sales Onboarding** process for fast ramp-up.
• Strategies for assessing cultural fit and managing unconscious bias in hiring.

Unit 2: The Art and Science of Sales Coaching

Skill Development
• Differentiating between coaching, mentoring, and managing, and knowing when to use each.
• Applying the **Coaching Frameworks** (e.g., GROW, OSCAR) to structured sessions.
• Techniques for conducting effective **Joint Sales Calls** and field coaching with real-time feedback.
• Utilizing CRM data (pipeline stage, call activity, win/loss rates) to pinpoint coaching needs.
• Strategies for coaching both skill gaps and motivational/attitude issues.

Unit 3: Performance Management and Accountability

Metrics and Discipline
• Establishing a dashboard of objective, clear, and fair **Sales Performance Metrics (KPIs)**.
• Implementing a consistent and timely **Performance Review** and feedback cycle.
• Developing and enforcing **Performance Improvement Plans (PIPs)** for underperformers.
• Mastering the skills of delivering difficult feedback and managing termination professionally.
• Ensuring accountability and consistency in enforcing sales process adherence.

Unit 4: Culture, Motivation, and Team Dynamics

Leadership and Environment
• Cultivating a sales culture of **Accountability, Collaboration, and Resilience**.
• Strategies for motivating a diverse sales force (intrinsic vs. extrinsic rewards).
• Leading effective and engaging sales team meetings and skill-building workshops.
• Techniques for resolving internal conflict and managing healthy competition.
• Recognizing and celebrating wins to reinforce desired behaviors and team morale.

Unit 5: Succession Planning and Development

Future Leaders
• Identifying high-potential sales reps for future leadership and specialist roles.
• Designing **Individualized Development Plans (IDPs)** and clear career paths.
• Implementing a formal mentoring and shadowing program for leadership readiness.
• The manager's role in employee retention and reducing regrettable sales turnover.
• Strategies for continuously updating sales methodologies and skills to maintain excellence.