Sales and Customer Success
B2B Sales Strategy
Win complex business deals. Master account planning, stakeholder mapping, and long-cycle strategies for B2B selling.
USD 59
Building a High-Performing Sales Team
Design, hire, coach and grow a sales team that hits realistic targets consistently, with clear structures, fair pay plans and a weekly management rhythm.
About this course
Lead a winning sales team. Learn hiring, coaching, targets, and incentives to build and manage top-performing salespeople.
What you will learn
- Choose a sales team structure and define clear roles for the market you serve
- Calculate team capacity and set realistic quotas from a revenue goal
- Design a commission and incentive plan that rewards the behaviour you want
- Hire sellers using a success profile, structured interviews and role-play auditions
- Run a weekly coaching rhythm with pipeline reviews, call reviews and skill drills
- Build a 90-day team plan covering playbooks, forecasting, recognition and retention
Curriculum
Module 1Designing the Team4 lessons
- 1Sales Team Structures and Roles Free preview
- 2Capacity Planning and Quotas
- 3Compensation That Drives Behaviour
- 4Territory Design
- QModule quiz (4 questions)
Module 2Hiring Sellers4 lessons
- 5Profiling Top Performers
- 6Interviewing and Role-Play Auditions
- 7Onboarding Ramp Plans
- 8Avoiding Common Hiring Mistakes
- QModule quiz (4 questions)
Module 3Coaching and Managing4 lessons
- 9The Weekly Coaching Rhythm
- 10Pipeline Reviews That Help, Not Hurt
- 11Call Reviews and Skill Drills
- 12Managing Underperformance Fairly
- QModule quiz (4 questions)
Module 4Scaling Performance4 lessons
- 13Sales Playbooks and Enablement
- 14Forecasting and Reporting to Leadership
- 15Culture, Recognition and Retention
- 16Course Project: 90-Day Team Plan
- QModule quiz (4 questions)
PFinal project: 90-Day Sales Team Plan
Who this course is for
- New and experienced sales managers and team leaders
- Founders and business owners hiring their first salespeople or growing a small sales team
- Senior salespeople preparing for a management role
Requirements
- Some experience of selling or working closely with a sales team
- A computer with a spreadsheet application (any free spreadsheet tool works)
- Basic comfort with percentages and simple arithmetic
What is included
Written lessons
16 lessons, each with a practical exercise and key points to remember.
Module quizzes
A short quiz at the end of each module. Pass mark 70%, and you can retake it.
Final project
90-Day Sales Team Plan. A practical brief with steps and a way to check your own work.
Certificate
A certificate of completion from EMFAD Courses with a unique code anyone can verify.
How the certificate works
Complete every lesson and pass every module quiz with 70% or more. Your certificate then appears in your learner area, ready to print or save as PDF. It shows your name, the course title, the completion date and a unique code. It is a certificate of completion from EMFAD Courses, not an accredited qualification.
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