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Lead the Deal™

  • Start the Deal™
  • Work the Deal™
  • Close the Deal™
  • Lead the Deal™
  • Grow the Deal™
  • Accelerate the Deal™

Inspire. Coach. Inspect. Forecast.

Sales manager training for the pursuit of excellence.

Great sales managers are defined by what their reps do when they are not in the room.

For veteran and first-time managers alike, there’s no doubt that leadership is challenging. But when guided by the right strategies and tactics, you can avoid many common pitfalls – and build the momentum necessary to propel your career and your sales team forward.

At Hoffman, our Lead the Deal™ sales manager training program addresses all of the foundational knowledge, skills and tactics you need as you achieve sales management excellence en route to building a successful sales team.

The Learning Plan

It is common for the highest-performing individual contributors to become managers, but there is often no sales manager training to help them make them leap into this new role. And it is a leap!

The skills that served them as a rep are not always helpful as a sales manager – and their goals are now completely different. In the Lead the Deal™ sales manager training, leaders will learn how to: inspire a passion for selling; build and promote a winning sales culture; identify and motivate reps; develop and accurately measure performance and revenue targets; forecast pipeline with our Scorecard® approach; and deliver effective coaching and feedback.

  • The ABCs of Coaching Reps

    In this first course of your Lead the Deal™ sales manager training, you will learn how to identify and coach your sales team’s A, B and C players. Each type of rep requires a different approach, and you’ll explore how to support top talent, nurture reps with potential, and filter out poor performers.

  • Coaching with Scorecard®

    Now that you’ve learned about your ABC players, explore how to utilize your Scorecard® as an effective and objective coaching tool with your sales reps.

  • Giving Powerful Feedback

    As a sales manager, your primary responsibility is ensuring the efficacy of your sales team. In order to reinforce positive behavior and eliminate bad habits, it is essential that you create a process for delivering constructive feedback to your sales reps. In this class, you’ll learn the most important elements to ensuring your feedback is helpful and heard.

  • Private Class

    Following the foundational courses for Lead the Deal™, you’ll enjoy a private class with Jeff or CeCe to tackle unique-to-you challenges in your sales manager training, ask questions, get feedback on real-life management moments and more.

  • Sales Manager Hacks

    To wrap up your Lead the Deal™ sales manager training, we’ll explore some highly-actionable tips for management success:

    1. How to Motivate Underperformers

    2. How to Motivate Top Performers

    3. How to Motivate New Salespeople

    4. How to Hire Amazing Salespeople

    5. How to Give Feedback

  • Coaching Call

    Wrap up your Lead the Deal™ program with a dedicated coaching call with Jeff or CeCe.

The Closer Collection™

sales training online

Your exclusive resource to all things Hoffman. Curate custom playlists based on sales question, topic, stage, skill and level.  So you can learn the way you plan to sell.

  • Start the Deal™, Work the Deal™ and Close the Deal™ –  The foundation to all of our Hoffman techniques.  The perfect entry point for anyone new (or returning) to sales.
  • Hoffman Hacks™– Our catalog of hundreds of classic sales answers for immediate action items, delivered to your phone in moments.  Constantly updated and curated.  Always a minute.
  • Hoffman Hits™– 3-minute video summaries of every 30-minute Hoffman class to reinforce learning when you need us on the go.  You’re welcome.

Hoffman’s approach to gives and gets has radically improved the way we manage, raised skill levels, and increased sales predictability. Jeff has such a sharp understanding of sales issues that he raises the bar for everyone: our reps, our managers, and our executives – myself included.

Tom Huntington
CFO at Crayon

Everyone in the business world who wants to be successful needs to go through Hoffman’s training– 100%.

Steven Lipner
President at Whartons Dealmaker’s Club

Hoffman gave my team the right tools, control and confidence needed to initiate conversations and move deals toward the result we want.

Brent Jones
Program Manager Sales Training & Enablement

Hoffman is a magician. He captures everyone’s attention and has the uncanny ability to take content and techniques and turn it into something that is exciting, entertaining, and easily transferable into action.

Eric Shoemaker
CRO

I find nuggets in 99% of the Tuesdays with Hoffman events. I’m not in traditional sales. So much of the content, is applicable to the fundraising space because it is all about relationships and how you work with the various sponsors/donors/event participants.

Andrea Marlar
Assistant Vice President at Boston Children’s Hospital

Since attending the workshop my income has increased 30%, and the size of my deals nearly doubled.

Mark Vinokur
Enterprise Account Executive

Hoffman has been my go-to for training for over 10 years. Their expertise in unmatched and their level of expertise and innovation is clear. They have a deep knowledge and understanding of the sales process which allows them to deliver a training that is specific to our team, our challenges, and our goals. There is no better training out there.

Dave Peisach
VP of Account Management at Definitive Healthcare

Tuesdays with Hoffman is a meeting I protect on my calendar every week because the insights are actionable, practical, and real. Jeff and CeCe’s conversations always give me value and make me think. Thank you for all that you do!

Clayton
Business Development Director

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