Aspire Journeys

Sales Manager Journey

  • 37 Courses | 16h 41m 48s
  • 14 Books | 2h 22m
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Sales managers must get products to customers, but they are also responsible for setting realistic goals and quotas and managing their sales team.  They must possess a wide variety of skills to be successful such as selling skills, team building, and customer service.  Learn more about the skills required by a sales manager.

Teambuilding and Management

Effective team management requires strong team leadership that clearly outlines your goals and standards of behavior.  Learn more about teambuilding and management.

  • 8 Courses | 2h 49m 9s
  • 3 Books | 29m

Selling Skills

Successful selling skills can lead to a win-win at the bargaining table and a happier customer.  Learn more about selling skills.

  • 5 Courses | 1h 43m 11s
  • 3 Books | 32m

Coaching and Training a Sales Team

Productive coaching is essential to the professional development. Learn more about coaching, including how to gain commitment from coachees, how to measuring their progress, and how to recognize when they're ready to move forward on their own.

  • 7 Courses | 3h 24m 2s
  • 3 Books | 28m

Motivation and Performance

Effectively managing performance can help avoid termination of employees and boost productivity at all levels of your organization. Without proper motivational leadership, things simply would not get done.  Learn more about motivation and performance.

  • 8 Courses | 5h 34m 9s
  • 3 Books | 33m

Customer Service and Satisfaction

Effective communication and building rapport with customers increases customer satisfaction and projects service excellence.  Learn more about customer service and satisfaction.

  • 9 Courses | 3h 11m 17s
  • 2 Books | 20m

COURSES INCLUDED

Building the Foundation for an Effective Team
The way in which teams are built is an important factor in determining a project’s success. Effective team management requires strong team leadership that clearly outlines your goals and standards of behavior. In this course, you'll learn about the five stages of team development and strategies for selecting high-performing team members most suited for collaboration. You'll also learn some foundations for managing teams successfully, including how to set team goals, assign roles to individuals working on a team, and define specific guidelines for how team members should behave to minimize conflict and optimize teamwork.
8 videos | 20m has Assessment available Badge Certification PMI PDU
Developing a Successful Team
Anyone who is responsible for managing teams will tell you that team dynamics make a huge difference in the working environment. Developing effective project teams is one of the primary aspects of team leadership. In this course, you'll learn how to develop a team culture early on by establishing team member competencies and working to improve team dynamics. You'll also learn about methods used to encourage team participation and motivation and increase teamwork and commitment. Finally, you'll learn about the importance of assessing and improving team performance.
8 videos | 28m has Assessment available Badge Certification PMI PDU
Encouraging Team Communication and Collaboration
Managing teams successfully involves ensuring that team members can communicate with you and with one another and that they will collaborate effectively as a team. To achieve this, clear channels of communication are required for both on-site and virtual teams. In this course, you'll learn how to demonstrate team leadership by encouraging effective communication and overcoming communication problems. You'll explore strategies for encouraging team collaboration. Finally, you'll learn about tools and technologies that are commonly used for virtual teamwork and key considerations for establishing virtual communication guidelines.
8 videos | 21m has Assessment available Badge Certification PMI PDU
Handling Team Conflict
Successful teams are characterized by having a clear direction, trust among team members, effective communication, and a clear process for managing team conflict. The survival of a team depends on a leader who can quickly recognize team conflict, diagnose its cause, and implement conflict resolution strategies. In this course, you'll learn about what causes conflict on a team and the important role of healthy communication in handling conflict. You'll discover best practice approaches to dealing with conflict. You'll also explore the tenets of principled negotiation in managing conflict. Finally, you'll learn guidelines for resolving conflict that address one specific type of conflict: lack of trust.
8 videos | 24m has Assessment available Badge Certification PMI PDU
Strategies for Building a Cohesive Team
Team cohesion, or the strength of the links between team members, determines how effective teams will be, especially in responding to outside pressures. A team has to be cohesive if its members are to function as a unit, working closely and efficiently to achieve common goals. In this course, you'll learn methods for effectively building and managing teams that focus on improvements in three areas: communication, cooperation, and trust. You'll learn specific strategies for improving communication and promoting collaboration among staff members working on a team. You'll also learn what signs suggest a lack of trust on a team, and how you can show team leadership by using the right techniques to build trust and improve teamwork.
8 videos | 20m has Assessment available Badge
Effective Team Communication
It's vital to maintain open, effective communication when working on a team. However, it's all too easy for teams to adopt bad habits. Without realizing how badly it affects your team, you or another team member may communicate in ways that lead to misunderstandings in teamwork, cause unnecessary conflict, keep others from having their say, and prevent collaboration. In this course, you'll learn about different verbal barriers to effective team communication and strategies for overcoming them. But speaking is only one part of communication; effective team leadership is about listening too. So you'll also learn about some active listening techniques that can help you be a better listener when managing teams.
8 videos | 22m has Assessment available Badge
Establishing Team Goals and Responsibilities, and Using Feedback Effectively
Everyone working on a team has particular strengths. To get teams to perform at their best, these strengths have to be recognized, reflected in the roles and responsibilities assigned to team members, and directed toward achieving suitable goals. In this course, you'll learn techniques for building and managing teams, including how to set effective team goals, identify roles, assess team members' competencies, and assign roles based on these competencies. You'll also learn how to give and receive feedback effectively to improve teamwork, so that it strengthens your team leadership and the collaboration between your team members.
8 videos | 22m has Assessment available Badge
Keeping Top Performers Challenged
Top performers expect a lot from themselves. Managing performance in these highly driven people is essential because top performers are such valuable assets to a company. Managers and leaders must keep them engaged and challenged or else lose them to new challenges elsewhere. In this course, you'll learn how to identify your top performers. You'll also learn how to keep engaging and challenging them by providing the right environment, leadership, and communication.
6 videos | 18m has Assessment available Badge Certification PMI PDU
Prospecting: Panning for Sales Gold
The art of sales prospecting is one of the key selling essentials for every sales professional. Even with all the sales methods available today, prospecting is the key that unlocks the door to a winning sales process. This course will help you adopt a proper prospecting mindset and be able to leverage tools that will allow you to create a high quality list of prospects. You'll also learn how to prepare a value proposition and get ready to respond appropriately to prospects when selling face-to-face.
7 videos | 20m has Assessment available Badge
The Discovery Meeting: Starting Off on the Right Foot
Discovery meetings are one of the earliest times in the sales process to build credibility, momentum, and trust. When conducted effectively, they deepen your understanding of customer opportunities and enable sales methods that leave your prospect intrigued to hear about your solutions. In this course, you'll learn some selling essentials to prepare for discovery, including how to secure the meeting, and how to conduct yourself once you are at face-to-face with the customer. The selling skills you learn will help you remain confident, avoid surprises, and get the relationship with your prospective customer off on the right foot.
7 videos | 20m has Assessment available Badge
The Value Proposition: Getting Your Pitch Right
Effectively expressing the value your company offers is one of the selling essentials of all sales methods. Successful sales pitches require a thorough knowledge and understanding of your company's strategies, operations, and solutions. In this course, you'll learn how to identify and articulate your company's value when selling and making pitches. You'll also learn how pitching its value to best fit your prospects' needs is part of a winning sales process.
7 videos | 20m has Assessment available Badge
Turning Objection into Opportunity during a Sales Call
In a sales environment where customers are well informed, deeply networked, and technically savvy, sales professionals need to arrive fully prepared to deal with educated buyers and any challenges they present. To address the challenges of this new breed of customer, your sales methods need to welcome questions, objections, and resistance factors, see them for what they are - opportunities - and be prepared with the selling skills to capitalize on them. This course is designed to give you the selling essentials you need to prepare for objections that may occur during your sales calls. You'll cover using techniques for handling questions, objections, and resistance.
7 videos | 20m has Assessment available Badge
Negotiating Well and Going for the Close
Effective negotiating skills are a necessary part of the sales toolkit for closing the sale and securing a satisfactory agreement. With a smooth to the process, and a win-win at the bargaining table, your customer is happier, follow-on sales are more likely, and everybody can chalk up a success. In this course, you'll learn the ins and outs of negotiation, including the steps in the negotiation process, the proper mindset to have, and how to overcome the challenges. You'll be introduced to the negotiation skills to use to bring your sale to a successful close.
7 videos | 21m has Assessment available Badge
Coaching Techniques That Inspire Coachees to Action
Successful businesses see the development of talent as an essential activity. This course identifies how coaching helps professional growth, how to develop relationships with coachees, assess their needs, and create goals to meet them.
7 videos | 23m has Assessment available Badge Certification PMI PDU
Keeping Your Coachee Committed and Accountable
Productive coaching is essential to the professional development. In this course, you’ll learn actions for gaining commitment from coachees, measuring their progress, and how to recognize when they're ready to move forward on their own.
6 videos | 26m has Assessment available Badge Certification PMI PDU
Expert Insights on Coaching
Great coaches don’t do a lot talking; they ask a lot of questions. If you’re telling others what to do or handing out a lot of advice, it’s time to brush up on your coaching skills. These tips are a win-win for coaches and their players.
25 videos | 1h available Badge
Managing Employee Development
Smart companies have learned that supporting continuous learning and self-development among employees reaps dividends in productivity and employee retention rates. As a manager, you're responsible for developing people, which includes developing talent in your direct reports. In this course, you'll learn about the benefits of developing employees and assessing how their development needs can be addressed through organizational learning. You'll then learn how to prepare for and conduct a development meeting that includes the necessary development plan characteristics and support for your employees.
7 videos | 23m has Assessment available Badge Certification PMI PDU
Cultivating a Passion for Learning in Yourself and Others
Having a passion for learning and developing talent helps you stay engaged, motivated, and driven. New challenges require new ideas, new solutions, and new skills and knowledge. And this requires continuous learning and self-development. Being a passionate learner is crucial to staying motivated, engaged, and up to date. Therefore, organizations need to invest in developing employees. In this course, you'll learn about the characteristics of passionate learners. And you'll explore how to help develop a passion for learning in yourself and others.
6 videos | 18m has Assessment available Badge Certification PMI PDU
Expert Insights on Establishing a Learning Culture
When trying to establish a culture of learning, you need to understand your organization’s culture. And this involves understanding its beliefs and behaviors. Learn how you can cultivate a culture of learning in your organization.
6 videos | 10m available Badge
Expert Insights on Continuous Learning
Experts explain why teaching and continuous learning are key factors in a company’s success and competitive advantage.
11 videos | 28m available Badge
Leading by Motivating
Motivation drives people to take action. Without proper motivational leadership, things simply would not get done. As a leader, your capacity for motivating plays a key element in the success of your team and your organization. This course provides you with an understanding of why motivating leadership strategies are important and offers practical techniques for encouraging team motivation.
6 videos | 18m has Assessment available Badge Certification PMI PDU
Taking the Lead with Workplace Motivation and Engagement
The best leaders are masters in workplace motivation and engagement. In this course, you will learn the characteristics of motivation and engagement, as well as techniques for optimizing both. You will also learn techniques for motivating and engaging yourself and others, in both onsite and remote situations.
6 videos | 27m has Assessment available Badge
Expert Insights on Motivating People
Money is a small motivator. To truly motivate others, find out what inspires them and where they find purpose. It’s not an insurmountable challenge; it's as simple as asking questions, offering your trust, and recognizing contributions.
42 videos | 2h available Badge
Planning an Effective Performance Appraisal
Few tasks make managers more uncomfortable than conducting performance appraisals – especially when an employee has a performance problem. It doesn't have to be this way. Difficult conversations, and even terminations, can often be avoided with some effective planning to establish goals, competencies, and performance requirements. Appraisals assist with managing performance, as they encourage employees to perform their jobs well because they're addressing the highest priority responsibilities and operating in a way that the organization expects. Managing performance in top performers, who are particularly valuable to the company, requires challenging and engaging them so they don't terminate their contracts to go look for challenges elsewhere. In this course, you'll learn about developing an employee performance plan and monitoring ongoing performance so there are no unhappy surprises at performance review time.
6 videos | 18m has Assessment available Badge Certification PMI PDU
Creating a Plan for Performance Management
Do you know if your team's goals are consistently being met or if employees are always performing at their peak? Do you dread difficult conversations when there's a performance problem that needs to be addressed?  Effectively managing performance can help avoid termination of employees and boost productivity at all levels of your organization. Challenging and engaging top performers is key, as these high achievers are very valuable to the company and may  terminate their contracts to seek challenges elsewhere. In this course, you'll learn about the factors involved in successful performance management. You'll explore the phases of the performance management process, critical success factors, and key performance indicators. Finally, you'll learn about identifying key job requirements when creating a role profile.
7 videos | 22m has Assessment available Badge Certification PMI PDU
Detecting and Dealing with Performance Problems
When valuable top performers choose to terminate their contracts to take up more challenging positions elsewhere, it can be a consequence of poor performance management. Identifying a performance problem early and diagnosing it accurately is key to managing performance effectively. You've got to involve employees in what might be difficult conversations to discover actual root causes and come up with the best possible solutions. In this course, you'll learn how to detect, identify, and question problems in your workplace, determine the scope, frequency, and impact when they occur, and diagnose root causes – both external and internal – to help find the best solution and avoid a contract termination of a valuable employee.
8 videos | 24m has Assessment available Badge Certification PMI PDU
Expert Insights on Driving Performance
An organization’s success depends on its people, and that means performance management. To heighten employee performance, partner with people—inspire them, help them to develop performance mindsets, and set clear goals and expectations.
17 videos | 53m available Badge
Expert Insights on Performance Management & Measurement
Poor employee performance must be addressed—and the sooner, the better. Whether it’s due to a skills gap, a negative mindset, or a missing sense of purpose, managers have the power to turn poor performers into top performers.
16 videos | 51m available Badge
Designing a Customer Service Strategy
There are several defining moments, or moments of truth, that can make or break every service transaction. To successfully navigate these moments of truth in customer relationships, it's important for service organizations to add value to a customer's experience by creating and implementing strong, clearly defined client service (CS) standards. In this course, you'll learn about techniques used to shape the direction of customer service in an organization, including mapping, researching, taking action on, and evaluating moments of truth. You'll also learn how to develop and implement a customer service strategy to achieve service excellence.
7 videos | 27m has Assessment available Badge Certification PMI PDU
Rapport Building in Customer Service
Strong customer relationships are key to projecting service excellence. Building rapport is essential and requires knowing your customers, understanding their situations, and providing an empathetic ear for them to voice their concerns. In this course, you'll learn how to improve client service (CS) by building rapport with customers. It covers paying close attention to customer needs, connecting with the customer, and being positive. You'll also learn how to empathize with customers by relating your own experiences, reflecting their emotions back to them, and normalizing their difficulties.
7 videos | 25m has Assessment available Badge Certification PMI PDU
Interacting with Customers
Effectively communicating with customers increases customer satisfaction and projects service excellence. This course provides valuable advice on how to improve client service (CS) by building customer relationships with better customer conversations. It covers how to improve conversations with customers by speaking effectively, using vocal cues, listening actively, and using paraphrasing to convey your understanding of the customer's needs.
8 videos | 31m has Assessment available Badge Certification PMI PDU
Communicating Effectively with Customers
Effectively communicating with customers is essential to the success of any customer-oriented business. Adapting to the different communication styles and emotions of customers will help you build customer relationships through better customer conversations. Improving conversations with customers enables an efficient, high quality client service (CS). This course explains how to adapt to the different communication types and identify the common emotions that customers experience when contacting a support center. It also explains how to adapt your writing skills to communicate through e-mail and to document incidents.
8 videos | 23m has Assessment available Badge Certification PMI PDU
Controlling Conflict, Stress, and Time in Customer Service
Working at a customer support center or help desk environment can be challenging. Customers can sometimes be demanding and unreasonable, leading to conflict and stress. The customer service representative (CSR) who aims for service excellence can improve customer relationships by understanding the emotional needs of each customer and adapting to how they communicate. In this course, you'll learn how to identify and resolve conflict, negotiate with customers, and develop strategies to better manage time and stress, and you'll explore how a positive approach and attitude can benefit client service (CS).
8 videos | 31m has Assessment available Badge Certification PMI PDU
Dealing with Customer Service Incidents and Complaints
Failing to realize the importance of customer service and effective complaint handling leads to increasingly dissatisfied customers. Organizations must be able to address the needs of customers in an effective  manner to succeed. This course is intended to show the proper procedures and processes needed to provide an efficient client service (CS). It covers how to improve customer relationships to reduce conflict and enable service excellence. You'll also learn how to provide accurate documentation for incident reporting.
8 videos | 27m has Assessment available Badge Certification PMI PDU
Polishing Your Skills for Excellent Customer Service
As a customer service representative (CSR), creating a support culture that focuses on your customers' needs is key. In this course, you'll learn how to enhance your interactions with customers to project service excellence. You'll explore how to establish effective customer relationships that involve customers in problem solving. Finally, you'll discover how to improve communication for a better client service (CS) in a cross-cultural customer support center or help desk environment.
7 videos | 24m has Assessment available Badge Certification PMI PDU
Facing Confrontation in Customer Service
Achieving service excellence is very challenging when dealing with angry customers. By following a few simple techniques to avoid confrontation, you can manage difficult customer relationships and project a high-quality client service (CS). In this course, you'll learn about typical trouble spots in dealing with angry customers and guidelines for avoiding conflict. You'll also learn how to handle a customer complaint by defusing the tension, investigating the problem, and coming to an agreement on a solution.
7 videos | 26m has Assessment available Badge Certification PMI PDU
Embracing a Customer-obsessed Mentality
Today in the Age of the Customer, competitive advantage has been redefined. Customers are in control. They have more choices than ever before resulting in sky-high expectations. The only source of competitive advantage is the obsession with understanding, delighting, connecting with and serving customers. Organizations need people who are customer obsessed. People who are so interested and committed to the people they are creating and designing for that they are willing to spend time, take risks and admit that they personally might be wrong. People who are so customer obsessed that they never settle but are continually trying to understand what else they can do for their customers.
6 videos | 22m has Assessment available Badge
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BOOKS INCLUDED

Book Summary

The Sales Leader’s Problem Solver: Practical Solutions to Conquer Management Mess-ups, Handle Difficult Sales Reps, and Make the Most of Every Opportunity
The Sales Leader’s Problem Solver offers solutions to 15 of the most commonly cited challenges that sales leaders face from their sales teams. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 12m Book Authors By Suzanne Paling

Book Summary

Sales Growth: Five Proven Strategies from the World's Sales Leaders, Second Edition
In Sales Growth, authors Thomas Baumgartner, Homayoun Hatami, and Maria Valdivieso reveal how you can achieve excellent sales growth and become an industry leader by applying five strategies for revitalizing sales. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 13m Book Authors By Homayoun Hatami, Maria Valdivieso, Thomas Baumgartner

Book Summary

The Perfect SalesForce: The 6 Best Practices of the World's Best Sales Teams
The Perfect SalesForce upsets conventional methods of salesforce management, thoroughly outlining steps to increase productivity and profits. In this Review, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 4m Book Authors By Derek Gatehouse

BOOKS INCLUDED

Book Summary

Insight Selling: Surprising Research on What Sales Winners Do Differently
Insight Selling is a guide for using relationship-based strategies to become a premier salesperson. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 11m Book Authors By John E. Doerr, Mike Schultz

Book Summary

Heart & Sell: 10 Universal Truths Every Salesperson Needs to Know
Heart & Sell lays out ten truths for living, working, and succeeding as an ethical and principled salesperson. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 10m Book Authors By Shari Levitin

Book Summary

One Perfect Pitch: How to Sell Your Idea, Your Product, Your Business—or Yourself
One Perfect Pitch gives you the tools to create a pitch that will draw investors in and keep them interested. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 11m Book Authors By Marie Perruchet

BOOKS INCLUDED

Book Summary

The Manager's Coaching Handbook: A Practical Guide to Improving Employee Performance
In The Manager's Coaching Handbook, leadership gurus Cottrell and Layton draw on their combined experience to teach managers how to bring out the best in their employees through effective performance management. In this Review, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 7m Book Authors By David Cottrell, Mark Layton

Book Summary

Coaching and Mentoring: Practical Techniques for Developing Learning and Performance
Coaching and Mentoring offers readers a practical guide for implementing coaching and mentoring programs in the workplace. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 10m Book Authors By Eric Parsloe, Melville Leedham

Book Summary

Effective Modern Coaching: The Principles and Art of Successful Business Coaching
Effective Modern Coaching offers a roadmap for balancing the demands of leadership and management with the need to improve your team’s performance. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 11m Book Authors By Miles Downey

BOOKS INCLUDED

Book Summary

Managing the Unmanageable: How to Motivate Even the Most Unruly Employee
Managing the Unmanageable provides you with a framework, tips, and techniques to deal with employees who struggle to perform. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 13m Book Authors By Anne Loehr, Jezra Kaye

Book Summary

100 Ways to Motivate Others: How Great Leaders Can Produce Insane Results without Driving People Crazy, Third Edition
100 Ways to Motivate Others explains how to be the best leader you can be and the many ways you can encourage and drive those you lead to success. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 10m Book Authors By Scott Richardson, Steve Chandler

Book Summary

Armstrong on Reinventing Performance Management: Building a Culture of Continuous Improvement
Armstrong on Reinventing Performance Management offers strategies for improving individual and team performance as part of a thorough performance management overhaul. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 10m Book Authors By Michael Armstrong

BOOKS INCLUDED

Book Summary

Dealing with Difficult Customers: How to Turn Demanding, Dissatisfied, and Disagreeable Clients Into Your Best Customers
In Dealing with Difficult Customers author Noah Fleming and Shawn Veltman discuss customer service techniques and how to navigate confrontational scenarios. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 10m Book Authors By Noah Fleming, Shawn Veltman

Book Summary

Customer Obsessed: A Whole Company Approach to Delivering Exceptional Customer Experiences
In Customer Obsessed, author Eric Berridge presents his views on how to improve customer service management to provide memorable customer experiences. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 10m Book Authors By Eric Berridge