About the Course
Managing your sales or CS team requires entirely different skills from the role of an individual sales rep. Learn effective sales management techniques, how to create a coaching culture within your team, how to run effective 1:1s and team meetings, and how to use role-play and call reviews to improve your team’s ability to positively impact customers.
- Newly promoted or hired Sales & CS managers or Team Leads
- Sales and CS reps who are interested in being promoted to manager
- 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
$2,500 per seat
or contact us for a private course for your team
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.
The REKS Coaching Framework
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.
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.
Effort to Knowledge
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.
Learning Objective: Learn the ingredients to enable your team with an environment to collaborate by having peers review each other’s recorded calls.
Knowledge to Skills
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.
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
Ongoing Skill Development
How to Handle Candid Conversations with Productive Feedback
Learning Objective: How to build strong professional relationships through being confrontational without attacking.
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.
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.
WbD Blended Learning Course Format
|Course Prep||-||Watch trainer intro video||-||LMS login and prep work 30-45 min||-|
|Week 1||-||Live session 2 hours||-||Online learning prep 30-45 min||-|
|Week 2||-||Live session 2 hours||-||Online learning prep 30-45 min||-|
|Week 3||-||Live session 2 hours||-||Online learning prep 30-45 min||-|
|Week 4||-||Live session 2 hours||-||Certification exam approx. 60 min||-|
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Trained on this course to date
What our learners say
I loved the online learning component to all the lessons, you are learning with other individuals, and it was only a small commitment of 2 hours a week. Our coach, Antoine, was also phenomenal. He did a great job keeping the momentum moving forward, keeping us engaged, and made an effort to keep the lesson exciting and beneficial to our everyday work structure.
I am soon moving into a Team Lead position at my company and our management team wanted me to be prepared moving into this role, by putting me on this course ahead of time. The course helped me to understand how to coach team members effectively and taught me some of the tools and methods that can be used on internal calls.
I never realized that some of the questions I asked as a manager were completely ineffective. This course helped me with the type of questions to ask that has also had an impact on my personal life! Additionally, running team meetings can become stale, and this course helped me with running extremely effective and fun team meetings!
Setting up a framework for how my relationship should be with each of my teams and each member on my teams early on has helped me see success early. I feel like I have all of the tools I need to structure an effective SDR program - specifically around coaching and creating a coaching culture.
This course helped me to learn how to become a more effective coach and how I can aid my team in improving their sales skills/processes. Some of my key takeaways included how to create a coaching culture with my team and how to run effective 1:1's and team meetings, which I've already worked to implement with my team!