Month/Day

Reference Materials
Book 1 or 2:  Pages

Tabs and/or Titles

January 16

#1               1 - 52 

1) Recruiting and Interviewing

February 13

#1               53-62

1) Recruiting & Assessments
2) Decision & Onboarding

March 13

#2               271-285

1) Using Time Effectively
2) Delegating

April 10

#1               62-126
                   127-136

1) Understanding Your People
2) Communications

May 8

#2               21-50
                   129-142

1) Conducting Effective Sales Meetings
2) Managing Proposal Process

June 12

#1              169-204

Leadership:  1) Supervision
2) Debriefing & Coaching

July 10

#1              169-204

Leadership:  1) Mentoring
2) Performance Evaluation

August 14

#2              137-178
                   179-196

1) Team Selling
2) Selling to Groups

September 11

#2              111-128 
                   229-240

1) Sales Templating
2) Knowing the Competition

October 9

#2               77-86 

1) Territory Management

November 13

#2               1-28

2010 Sales Plan - Part 1
Setting Goals 2010

December 11

#1              137-168 

2010 Sales Plan - Part 2
Managing Behavior vs. Managing Sales