This course contains the use of artificial intelligence.
You were promoted for closing deals. The job you were promoted into is making other people close them, and almost nothing transfers. Here are 260 tools for the new job: 192 ready-to-use question lists, procedures, checklists and templates, 51 models and methods, 16 services shown on screen and a working file.
Open a lecture, take the script or the checklist, use it in this week’s one-on-one or pipeline review.
The promotion nobody prepares you for
The instinct that made you good is now the problem. A deal wobbles, you step in and save it, and the credit is yours rather than theirs, so nothing was learned and the same call will come next month. Your one-on-ones have quietly become status updates, because talking about numbers is easier than asking someone why they are avoiding the discovery call. The forecast is optimism arranged in a spreadsheet, since nobody agreed what qualified actually means. And the bonus scheme you inherited is rewarding a behaviour you would not choose.
What changes after this course
You hire sellers against a scorecard and not on the feeling in the room. Your team qualifies deals by one agreed standard. You coach from performance data and leave the deal with the seller. Your one-on-ones have a format for each situation, including burnout and conflict. Your bonus plan and your indicators point at the behaviour you actually want.
A note on one block
The coaching craft block was recorded with a people-function framing, and its final lesson refers to employee engagement. The material itself is the craft of a conversation: GROW, the wheel of life, powerful questions, active listening, clean language. None of it is specific to any department. It is here because coaching is the skill that most distinguishes a sales manager who develops people from one who simply reviews them.
What is inside: 260 tools, counted lecture by lecture
You do not have to take this number on trust. Open any lecture and read its description: every tool inside is listed there by name.
- 41 downloadable resources: the lecture presentations plus a working file, the Deal timeline estimate workbook
- 192 ready-to-use tools inside the presentations:
- 64 question lists and scripts: past sales success interviews, buyer persona discovery, metrics-based sales coaching, decision-maker outreach
- 45 step-by-step procedures and workflows: sales training program, monthly sales coaching cadence, sales forecast competition scoring, lead sourcing
- 34 checklists: sales candidate profile screening, sales compensation plan evaluation, buyer engagement validation, coaching session preparation
- 32 templates and sample documents: one-on-one meeting agenda, required lead volume calculation, sales response SLA, sales experiment planning
- 12 scorecards, rubrics and matrices: one-on-one meeting scheduling matrix, retention-based commission matrix, sales career and compensation matrix, performance evaluation scale
- 3 formulas and metric sets: performance indicator metric set, workplace performance metric map
- 1 decision guide for diagnosing sales performance
- 1 ready AI prompt
- 51 models and methods explained with examples: BANT lead qualification, consultative selling, Radical Candor, OKR goal setting
- 16 services shown on screen, including HubSpot Sales Hub, LinkedIn Sales Navigator, Microsoft Dynamics 365, Microsoft Power BI and Tableau
Where the tools are
- Start here (1 tool). The Deal timeline estimate workbook: time one deal, stage by stage.
- The sales machine (6 sections, 110 tools). Hiring profile and scorecards, sourcing, onboarding and training, coaching from metrics, bonus plans and career levels, lead generation, lead scoring, the agreement between sales and marketing, technology and experiments.
- The rhythm (2 sections, 47 tools). One-on-ones: purpose, format and frequency, six types including burnout and conflict, trust, feedback and team rollout.
- Coaching as a craft (4 sections, 52 tools). GROW, nine principles, the wheel of life, listening, clean language, powerful questions, action plans and motivation.
- The numbers (3 sections, 64 tools). Result and performance indicators, critical success factors, indicator design, dashboards, implementation and six dashboard myths.
Who is teaching
I am Mike, the #1 HR instructor on Udemy, with 1,800,000+ course enrollments from 170,000 students, and the author of about 200 books on Amazon. I built the people system at Preply as it became a unicorn and worked at Wargaming, iDeals and Alfa-Bank across 20 years in HR. I hold PHRi, SHRM-CP and HCI sHRBP certifications and represent HRCI in Eastern Europe. I am also a founder and lead the strategy of my own academy.
HR is my profession, and still I have sold, I sell now and I expect to keep selling. During an internship at another bank, before Alfa-Bank, I worked with corporate VIP clients and sold banking products for about nine months. I joined Alfa-Bank as a seller and sold for the first three months, and then I was invited into HR to hire and train exactly the same sellers. We had what we called the eleven steps of successful sales, with scripts inside. I sold by scripts at the start of my career and later taught others to do it, and my view is the same: a script is a cheat sheet, not subtitles to be read aloud. The client hears the difference.
How to use the course
Start with the first lecture and its workbook. Then go to the block that hurts most: hiring, the one-on-one rhythm, coaching or the numbers. Section and lecture titles show how many tools are inside, and each lecture description lists them by name.
What is included
- 42 lectures across 16 sections, 16.5 hours
- 41 downloadable resources: lecture presentations and a workbook
- 260 tools across the lessons, including 16 services shown on screen
- Lifetime access to all materials
- Active instructor support in the Q&A section
- A Udemy Certificate of Completion
Where to start
Look at your last forecast and mark every deal where “qualified” means the seller feels good about it. Then open the first lecture and time one of those deals, stage by stage. Enrol now and start your first lesson today.
