Fifteen focused courses, each built around a leadership competency measured in the SEIA, helping sales managers coach, motivate, and build high-performing teams.
Explore the Modules Start With SEIAEach course targets one leadership competency measured in our Sales Effectiveness and Improvement Analysis (SEIA), so managers can focus on the areas that most affect team performance. Every course pairs clear concepts with interactive practice, knowledge checks, and an assessment — and takes about 25 minutes.
Select any competency to see what it covers, the learning outcomes, and what's included.
Relationship BuildingA key skill for understanding the mindsets of the people you sell to and lead. This course builds a 360-degree view of behavioral styles and decision-making roles, so you can craft stronger relationships and coach your team to do the same.
About 25 minutes to complete
Read more: The Relationship Building Competency and Selling Consultatively →
CoachingThis course focuses on dynamic, structured sales coaching, with coaching models that help you take the right approach with each person, develop a coaching mindset, and use behaviors that motivate your team.
About 25 minutes to complete
MotivationThis course shows how to create self-motivation, so your team can pilot their own plane and fly it to their destination using self-motivation as fuel. You'll learn when to apply the tools, strategies, and opportunities that drive motivational output.
About 25 minutes to complete
Pipeline ManagementThis course helps sales managers keep their teams' pipelines full of viable opportunities, with the tools needed to manage pipeline performance.
About 25 minutes to complete
ClosingThis program has a profound impact on your team's ability to close with confidence, with methods and insights to time the request and close at the appropriate moment.
About 25 minutes to complete
Read more: The Closing Competency: Why Most Sellers Score So Low →
Milestone Centric Sales ProcessA milestone-centric sales process marks a buyer's progression from one stage to the next by hitting specific milestones within each stage. The best salespeople are 94% more likely to follow one; companies without appropriate milestones see win rates below 15%, versus over 80% for optimized, scorecard-driven processes. This course helps you coach your team to the key milestones that shorten the cycle and close more.
About 25 minutes to complete
Read more: The Milestone-Centric Sales Process Competency: Improve Your Revenue by 18% →
Sales TechnologySales Technology Fundamentals prepares your team to embrace a new technology culture and enhance their process, reinforcing the importance of consistent CRM use, social selling, and video proficiency.
About 25 minutes to complete
AccountabilityAccountability Fundamentals helps you build a culture of accountability across the team and empower your sellers to own their results.
About 25 minutes to complete
RecruitingRecruiting Fundamentals helps you hire the right sellers with a structured, fair process — from job description to interview to evaluation.
About 25 minutes to complete
Read more: Using Data to Drive Hiring, Onboarding, and Training Decisions →
Creating a Team FocusFundamentals on Creating a Team Focus helps managers direct attention where it matters — on themselves, their team, and the wider organization.
About 25 minutes to complete
Staying in the MomentThis course helps managers stay present and resilient under pressure, so stress doesn't get in the way of leading the team and the conversation.
About 25 minutes to complete
Read more: Overcome Indifference by Listening Instead of Selling →
Handles RejectionThis course on handling rejection and not needing approval builds the resilience managers and their teams need to keep performing through setbacks.
About 25 minutes to complete
Read more: Defining Selling Competencies and Data, Part II →
Comfortable Discussing MoneyImproving your comfort discussing financial topics confidently helps you navigate conversations more effectively — and model that confidence for your team.
About 25 minutes to complete
Supportive Beliefs and Buy CycleThese competencies focus on overcoming the self-limiting beliefs and personal buying preferences that get in the way of effective conversations. A growth mindset reframes challenges as opportunities, builds resilience, and drives success.
About 25 minutes to complete
Will to ManageThe Will to Manage competencies — your grit factor — represent a manager's overall drive to succeed. With a high grit factor you keep a positive outlook, show unconditional commitment, take responsibility for successes and failures, and stay motivated through good times and bad. Because your behavior directly shapes your team's performance, improving your Will to Manage makes you a better coach and developer of people.
About 25 minutes to complete
Start with the SEIA to find your team's Sales Readiness Score, then assign the eLearning that targets the exact competencies that need work. Talk to an expert and we'll help you build the plan.
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