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.