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Building a High-Performing Sales Team
Curriculum
4 Sections
16 Lessons
6 Hours
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Designing the Team
4
1.1
Sales Team Structures and Roles
13 Minutes
1.2
Capacity Planning and Quotas
18 Minutes
1.3
Compensation That Drives Behaviour
21 Minutes
1.4
Territory Design
19 Minutes
Hiring Sellers
4
2.1
Profiling Top Performers
23 Minutes
2.2
Interviewing and Role-Play Auditions
26 Minutes
2.3
Onboarding Ramp Plans
28 Minutes
2.4
Avoiding Common Hiring Mistakes
21 Minutes
Coaching and Managing
4
3.1
The Weekly Coaching Rhythm
25 Minutes
3.2
Pipeline Reviews That Help, Not Hurt
28 Minutes
3.3
Call Reviews and Skill Drills
17 Minutes
3.4
Managing Underperformance Fairly
27 Minutes
Scaling Performance
4
4.1
Sales Playbooks and Enablement
11 Minutes
4.2
Forecasting and Reporting to Leadership
17 Minutes
4.3
Culture, Recognition and Retention
28 Minutes
4.4
Course Project: 90-Day Team Plan
15 Minutes
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