This course contains the use of artificial intelligence.

418 tools for sales leaders in one course: 262 ready-to-use question lists, scripts, procedures, templates, checklists and scorecards, 120 models and methods, and 36 services and apps shown on screen.

Open a lecture, take the tool, use it with your sales team.

Why a sales team misses its numbers

A strong salesperson is promoted to lead the team and keeps selling instead of leading. Hiring is done by feeling, so every second new hire leaves before reaching quota. The commission plan is a spreadsheet nobody can explain. Marketing and sales argue about lead quality. None of these is a selling problem. They are management problems, and each has a tool.

What changes after this course

You hire salespeople against a profile and five traits, not by impression. New hires follow one onboarding and training program and pass an exam. You coach each person by their own metrics once a month. The commission plan fits on one page and pays for what the company needs. Sales and marketing work under one agreement on lead volume and response time. And you manage people as a leader: goals, one-on-one meetings, feedback, conflict and change.

What is inside: 418 tools, counted lecture by lecture

You do not have to take this number on trust. Open any lecture and read its description: every tool inside is listed there by name.

• 262 ready-to-use tools inside the presentations:
• 83 question lists and scripts: sales past success interviews, buyer persona discovery, metrics-based sales coaching, decision-maker outreach
• 52 step-by-step procedures and workflows: sales hiring profile development, sales training program, sales compensation design workshop, automated sales outreach
• 45 templates and sample documents: sales candidate outreach email, new customer acquisition commission, sales response SLA, sales experiment planning
• 43 checklists: sales candidate profile screening, sales compensation plan evaluation, sales leadership readiness, buyer engagement validation
• 27 scorecards, rubrics and matrices: retention-based commission matrix, sales career and compensation matrix, sales pay mix selection, accounts receivable bonus multiplier
• 4 formulas and metric sets: leadership style effectiveness index, median salary calculation, employee retention metrics
• 8 other working tools: sales performance diagnosis guide, sales base salary decision tree, negotiation style self-assessment
• 120 models and methods explained with examples: BANT qualification, consultative selling, social selling, inbound marketing
• 36 services and apps shown on screen, from a quick look to a detailed demo: HubSpot Sales Hub, Microsoft Dynamics 365, LinkedIn Sales Navigator, Hunter, RocketReach, Trello, Slack, Miro and others

Where the tools are

• Sales leadership: hire and assess (36 tools). Hiring profile, five traits of top salespeople, interview questions, sourcing on LinkedIn.
• Onboarding, training and development (21 tools).
• Sales force management and compensation (20 tools). Coaching by metrics, commission formulas, a career ladder, growing sales leaders.
• Lead generation, conversion and work with marketing (15 tools).
• Sales technology and experiments (18 tools).
• People management skills for sales leaders (316 tools, 48 lectures). Hiring, onboarding, leadership styles, pay and bonuses, motivation, retention, goals, performance, one-on-one meetings, coaching, meetings, change, conflict, negotiation and remote teams.

Who is teaching

I am Mike, the #1 HR instructor on Udemy, with 1,800,000+ course enrollments from 170,000 students, and the author of about 200 books on Amazon. I built the people system at Preply as it became a unicorn and worked at Wargaming, iDeals and Alfa-Bank across 20 years in HR. I hold PHRi, SHRM-CP and HCI sHRBP certifications and represent HRCI in Eastern Europe. I am also a founder and lead the strategy of my own academy.

At iDeals we were opening a sales manager position in the United States. The CEO gave us a very detailed profile. During the discussion I asked a standard question: who is your best salesperson and where did she work before? He stopped and said that his best person had never worked in sales. She came from a call center, knew how to build relationships with clients and had great empathy. That one question changed the whole search. And at Alfa-Bank I heard from salespeople that their bonus was a black box: sometimes they worked hard and got little, sometimes the opposite. A plan people cannot read does not change how they sell.

How to use the course

Watch the first five sections in order: they follow the path from the first sales hire to experiments. Use the people management section as a reference: section and lecture titles show how many tools are inside, and each lecture description lists them by name.

What is included

• 65 lectures across 7 sections, 31.5 hours
• 64 downloadable resources: the lecture presentations
• 418 tools across the lessons, ready to copy into your own work
• A 10-question practice test, a quiz and a role play
• Lifetime access to all materials
• Active instructor support in the Q&A section
• A Udemy Certificate of Completion

Where to start

Open the first lecture and write the hiring profile for your next salesperson with the sales hiring profile development procedure. Enrol now and start your first lesson today.