About the Course

Managing a sales or CSM team requires entirely different skills from the role of an individual sales rep. This course teaches effective revenue management training for frontline management, diving into how to create a coaching culture within the team, how to run effective 1:1s and team meetings, and how to use role-play and call reviews to improve the team’s ability to positively impact customers.

Best for:

  • Newly promoted or hired Sales & CS managers or Team Leads
  • Sales and CS reps who are interested in being promoted to manager

Course format:

  • 8 hours live instruction; one 2-hour session each week
  • Delivered via Zoom video conference
  • Exclusive access to blueprints, videos, and exercises
  • Industry-recognized certification
  • Maximum number of learners: 25

Price

$2,500 per seat
or contact us for a private course for your team

Prerequisites

None.

Curriculum

Learners engage with their certified Trainer in an experiential learning format, with 8 hours of live instruction including role plays, breakouts, and recurring revenue frameworks applied to real-world situations. Each learner receives access to our learning management platform for concept reinforcement through videos and frameworks.

Ongoing reinforcement

Get the highest possible ROI on your training investment with additional Skills Coaching. The biweekly live sessions will help your reps truly master the skills they learned in this course, and create behavior change that sticks using hands-on practice and active coaching through real customer scenarios and deals.

Training for 8 or more people?

Contact us to discuss private course options.

Week1.

The REKS Coaching Framework

MODULE 1
Pillars of Coaching

Learning Objective: Introducing the mindset shift from individual contributor to manager and coach. Understand the core elements required to build and implement a coaching culture.

MODULE 2
Execute Roleplays for Skill Building

Learning Objective: Learning by doing is critical for a performance-based profession; learn how to use a learning-science backed technique to set up effective role plays and peer-to-peer feedback.

Week2.

Effort to Knowledge

MODULE 3
Structuring a Coaching Cadence

Learning Objective: Learn how to design and build your manager cadence for a quarterly, monthly, and weekly flow to avoid process decay and develop long-term skill mastery.

MODULE 4
High-Impact Coaching

Learning Objective: Learn the ingredients to enable your team with an environment to collaborate by having peers review each other’s recorded calls.

Week3.

Knowledge to Skills

MODULE 5
Great Questions Coaches Ask

Learning Objective: Understand the purpose of different types of questions, and how asking the right questions can positively affect team culture and relationships and encourage career development.

MODULE 6
Structure of 1:1 Meetings

Learning Objective: Focus 1:1 meetings on more than forecasting and results, incorporate career development and align meeting cadence with
sales velocity.

Week4.

Ongoing Skill Development

MODULE 7
How to Handle Candid Conversations with Productive Feedback

Learning Objective: How to build strong professional relationships through being confrontational without attacking.

MODULE 8
Run Team Meetings for Skill Development

Learning Objective: Long term skill development requires multiple types of coaching sessions, 1:1, small team, and large scale sales meetings.

See here for the latest course schedule to sign up

Certification

When you pass the exam at the end of the course, you will receive the following industry-recognized certification that you can post to your LinkedIn profile.

Certified Trainers for this course

Antoine Mandy

VANCOUVER

Boris Bedzent

LONDON

Miya Mee-Lee Dias

HONOLULU

Kevin “KD” Dorsey

AUSTIN

Chad Vanags

LOS ANGELES

Taken by employees at

Training for 8 or more people?

Contact us to discuss private course options.