LESSON 1

Understanding Your Team's Sales DNA

Every sales team is made up of individuals with different strengths, instincts, and coaching needs. In this lesson, you'll learn how to identify each team member's natural sales profile so you can coach more effectively, leverage their strengths, and build a more balanced, high-performing team. 

Inside this lesson, your team will:

✓ Discover the five Sales DNA profiles and how they influence sales performance

✓ Recognize the strengths, blind spots, and development opportunities of each salesperson

✓ Learn why the highest-performing teams rely on a common sales system, not individual personalities

As a sales leader, you'll gain a framework for coaching each salesperson based on how they naturally operate while building a consistent sales culture across your team.

LESSON 2

Building Your Team's Sales Rhythm

Consistent sales results begin with consistent daily habits. In this lesson, your team will learn how to structure each day around revenue-producing activities while giving sales leaders a framework to establish expectations and reinforce disciplined execution across the team. 

Inside this lesson, your team will learn to:

✓ Identify and protect prime selling hours

✓ Differentiate revenue-generating activities from reactive work

✓ Build a consistent daily rhythm that supports pipeline growth and predictable results

As a sales leader, you'll gain a repeatable framework to help your team prioritize the right activities, protect selling time, and create greater consistency in daily execution.

LESSON 3

Building Team Sales Momentum

Consistent revenue starts with a consistent weekly rhythm. In this lesson, your team will learn how to prioritize the right opportunities, build healthy pipeline habits, and create momentum that sales leaders can reinforce through structured coaching and accountability. 

Inside this lesson, your team will learn to:

✓ Segment accounts and prioritize high-value opportunities

✓ Apply the F.R.I. Framework to create consistent weekly sales execution

✓ Build a repeatable weekly rhythm that drives pipeline growth and reduces peaks and valleys

As a sales leader, you'll gain a coaching framework that helps your team stay focused on the activities that create pipeline, strengthen accountability, and drive more predictable revenue.

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LESSON 4

Discover Every Salesperson's Success Number

One of the biggest challenges sales leaders face is knowing how much activity each salesperson should be completing to achieve their goals. In this lesson, every team member will calculate their own personalized success number by working backward from their revenue goal, giving leaders a clear, data-driven framework for coaching performance. 

Inside this lesson, your team will learn to:

✓ Reverse engineer individual sales goals into measurable daily activity targets

✓ Calculate the conversations, demonstrations, proposals, and opportunities needed to achieve quota

✓ Identify each salesperson's personalized Daily Success Number based on their own conversion ratios

As a sales leader, you'll replace guesswork with data.  Giving every salesperson a clear activity target while creating consistent coaching expectations and greater accountability across the team.

LESSON 5

Create One Sales System Your Entire Team Can Follow

A sales system only works when everyone uses it consistently. Whether your team manages opportunities in a CRM or a spreadsheet, this lesson will help you create one standardized process for tracking pipeline, follow-up, and customer activity, so nothing falls through the cracks. 

Inside this lesson, your team will learn to:

✓ The essential components every sales system should include—regardless of the technology you use

✓ How to create consistent pipeline management and follow-up habits

✓ Why disciplined systems create more predictable revenue than memory

As a sales leader, you'll establish one consistent process that improves visibility, strengthens accountability, and gives your team a reliable framework for managing every opportunity.

LESSON 6

Building a Team That Shows Up Consistently

Every sales leader knows that knowledge alone doesn't create results. Fear of rejection, hesitation, and inconsistent execution often prevent talented salespeople from reaching their potential. In this lesson, your team will learn practical techniques to overcome mental barriers, build confidence, and consistently execute the activities that drive revenue. 

Inside this lesson, your team will learn to:

✓ Understand the psychology behind sales resistance and avoidance

✓ Develop a simple pre-call reset to build confidence and momentum

✓ Strengthen conviction in the value they bring to every customer conversation

As a sales leader, you'll gain practical tools and a common framework to help your team overcome hesitation, build confidence, and consistently execute...even on the toughest sales days.

LESSON 7

Creating a Team That Sells Value, Not Features

Customers don't buy products, they buy solutions to business problems. This lesson helps your team shift from talking about features and functionality to communicating measurable business value that earns credibility and drives better sales conversations. 

Inside this lesson, your team will learn to:

✓ The difference between features, benefits, and measurable business value

✓ How to define ROI through time saved, revenue gained, cost reduced, risk avoided, and productivity increased

✓ How to connect value directly to what matters most to each customer

As a sales leader, you'll gain a repeatable coaching framework that helps every salesperson communicate value consistently, strengthen customer conversations, and improve their ability to differentiate in competitive sales opportunities.

LESSON 8

Giving Your Team a Competitive Edge