Page 92 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

This was precisely the question I faced not even six months into the job at
HubSpot. The sales team had already expanded to eight salespeople. We
continued to add a new salesperson each month. I needed a solution quickly.

Ultimately, I decided to develop the sales management layer from within by
training and promoting the folks I already had on my team. These people knew
our buyer persona. They knew our product's value proposition. They knew the
sales system in which we were operating. It was my best bet.

In order to develop my frontline salespeople into managers, I set out to establish
a sales management course. I read a number of sales management books but few
resonated with me. I took a moment to reflect on the key management skills I
wanted these managers to possess as they embarked on the role at HubSpot.
Coaching. Negative feedback delivery. Team motivation. Conflict management.
These were the skills the managers needed.

I realized I wasn't just looking for management skills; I was looking for
leadership skills. I redirected my research efforts and suddenly the material I was
finding started to click. It was not long before I had assembled a 12-week sales
leadership course.

“Focus on leadership skills, rather than general sales management skills,
when developing future managers internally.”

The 12-week sales leadership course curriculum is listed here. I recommend
focusing more on the categories of skills rather than the HubSpot-specific
resource guides themselves, though I have included them for context.

1. Defining and Developing Your Leadership Style

“Discovering Your Authentic Leadership”
(http://www.aawccnatl.org/assets/authentic%20leadership.pdf)

Building an Authentic Leadership Image
(http://solutions.ccl.org/Building_an_Authentic_Leadership_Image)

Twelve O'Clock High (www.amazon.com/Twelve-OClock-High-
Gregory-Peck/dp/B00005PJ8V)

Forceful Leadership and Enabling Leadership: You Can Do Both
(http://solutions.ccl.org/Forceful_Leadership_and_Enabling_
Leadership_You_Can_Do_Both)