Winter 2025 Registration Now Open!

Program Overview

The Solomon Coyle Sales Leadership Program empowers EDmarket Member Dealer & Manufacturer sales leaders to cultivate teams that fuel growth and enhance profitability. By providing them with the skills and strategic insight to influence critical sales metrics, the program ensures that sales teams surpass organizational goals and achieve impactful results.

This 14-week hybrid course provides a comprehensive blend of synchronous and asynchronous learning, offering a distinctive opportunity for collaborative advancement and mutual answerability.

Program Highlights

Participants will explore topics critical to leading an effective sales organization, including:

• Sales Leadership vs. Sales Management
• Distributor Economics
• Strategy and Culture
• Talent Acquisition & Compensation
• Mentoring & Coaching

Why This Program Stands Out

Based on Solomon Coyle's extensive industry research, the program offers a unique combination of strategic insights, practical tools, and a clear roadmap for implementing change.

Curriculum Sneak Peek

Here's a session-by-session quick peek at the curriculum. Click topic to see session outlines.

→ Course Kick Off — Live Session — Introductions & Logistics: Feb 26

• Welcome
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• Meet Your Accountability Partner
• Sales Leadership Self-Assessment Survey

→ Week 1 — Getting Ready to Shift — Live Session — Presentation: Mar 12

• Sales Leadership vs. Sales Management
• Growth Mindset: The Foundation of Sales Leadership
• Welcome to Commercial Interiors, Inc.

→ Week 2 — Distributor Economics 1

• Introduction to Distributor Economics
• Distributor Models
• Analyzing Installed Margin

→ Week 3 — Distributor Economics 2 — Live Session — Office Hours: Mar 26

• Quote-to-Invoice Process
• Analyzing Sales' Impact on the QTI Process
• Applying the Quote-to-Invoice Process in Sales

→ Week 4 — Sales Leadership Responsibilities: Strategies

• Sales Strategy
• Embracing Digital Transformation
• Distinguishing Sales Strategy from Tactics

→ Week 5 — Sales Leadership Responsibilities: Culture — Live Session — Office Hours: Apr 9

• Defining a Healthy Sales Culture
• Sales Culture Case Study
• CRM Strategies

→ Week 6 — Sales Management Responsibilities — Live Session — Office Hours: Apr 16

• Managing the Sales Process
• Mastering Sales Management
• Aligning Seller Activities with the Buyer's Journey
• Aligning Sales Methodology with the Sales Process

→ Week 7 — State of the Industry — Live Session — Presentation: Apr 23

• State of the Industry Webinar
• Industry Impact Assessment

→ Week 8 — Customer Journey

• The Commodity Curve and Your Unique Value Proposition
• Digital Marketing: From Basics to Brilliance
• Digital Marketing and the Customer Journey
• Emerging Trends

→ Week 9 — Talent Acquisition and Compensation — Live Session - Office Hours: May 7

• Building a High-Performing Sales Team
• Compensation Philosophy, Plans and Trends


• Sales Roles, Models, and Staff Expenses
• Hiring Criteria

→ Week 10 — Mentoring and Coaching

• Developing and Retaining Talent
• A Commitment to a Coach


• Mentoring and Coaching
• Training, Development, and Retention

→ Week 11 — Implementation and Accountability

• Metrics, Setting SMART Goals, and Accountability
• Creating a Scorecard

→ Week 12 — Post Course Wrap Up — Live Session: May 28

• Final Check-In
• Sales Leadership Self-Assessment

Registration and Onboarding

EDmarket Members Only: $4,500 (per individual)         Nonmembers: N/A

Registered participants will receive reference materials and onboarding instructions at least one to two weeks before class commencement.

Don't delay: Classes start Wednesday, February 26, 2025

Register Now