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A prerequisite course, Sales Leadership 1 – Creating a Sales Vision, zeroed in on giving the sales team direction and beginning a journey with periodic, visionary strategic plans designed to improve performance and results. This course, Sales Leadership 2 - Influencing and Motivating the Sales Team, complements it. In order to get a plan implemented and to maintain top sales performance, the sales manager (leader) must capitalize on influence and motivation to ensure that his or her visions get implemented over the long haul. Influence and motivation are the keys to maintaining ongoing sales performance, achieving vision goals, building teamwork, and driving development.  .

To influence the sales team, the sales leader needs the influence/credibility of a good “batting average” on decisions; a unique ROI Decision Tool will help achieve that. This course also focuses on the sales leader’s style for communicating, always important. Course attendees discover the role of motivation, what drives each sales person, and how it can be better understood by the manager and enhanced at appropriate times. Finally, the course discusses the 10 most critical behaviors that a professional sales manager needs to develop, so he or she can build trust as a leader.

Course Series

This course is included in the following series:

2 CoursesSales Leadership

  1. Sales Leadership 1 – Creating a Sales Vision
  2. Sales Leadership 2 – Influencing and Motivating the Sales Team

Learning Objectives

  • Discover a method for making effective sales leader decisions.
  • Explore leadership techniques based on the manager’s communication style and motivational ability.
  • Identify 10 personal sales leadership abilities and behaviors.
Last updated/reviewed: November 26, 2019

Included In Certifications

This course is included in the following Certification Programs:

8 CoursesPorter Henry Sales Manager Certification

  1. Sales Coaching for Results
  2. Virtual Sales Coaching
  3. Counseling for Improved Sales Performance
  4. Managing Sales Performance
  5. Optimizing the Sales Manager’s Time to Achieve Priorities – Allocating/Saving Time for Top Priorities and Efficiency
  6. Recruiting and Selecting Sales Stars
  7. Sales Leadership 1 – Creating a Sales Vision
  8. Sales Leadership 2 – Influencing and Motivating the Sales Team

Prerequisites

Course Complexity: Intermediate

It is essential that you complete Sales Leadership 1 – Creating a Sales Vision prior to taking this course, since both are linked together. There is no advanced preparation   required. You can download a valuable ROI Decision Tool that will improve your decision-making abilities and during the course, you will learn how to use it.  We also recommend that you complete related courses: Sales Coaching for Results, and Recruiting and Hiring Sales Stars.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  7:41Sales Leadership 2-Influencing and Motivating the Sales Team
  15:44Sales Leadership Model
  11:56Why the Sales Leader Needs Influence
  9:13Why the Sales Leader Needs Motivation Continued
  7:02Personal Abilities
CONTINUOUS PLAY
  51:36Sales Leadership 2: Influencing and Motivating the Sales Team
SUPPORTING MATERIALS
  PDFSlides: Influencing and Motivating the Sales Team
  PDFInfluencing and Motivating the Sales Team Glossary/Index
  DOCROI Decision Worksheet
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM