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.
Best for:
- Newly promoted or hired Sales & CS managers or Team Leads
- Sales and CS reps who are interested in being promoted to manager
Blended course format:
- 8 hours LIVE instruction; one 2-hour session each week
- Delivered via Zoom video conference
- Exclusive async 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.
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.
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.
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
sales velocity.
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.
Ongoing reinforcement
Get the highest possible ROI on your training investment with ongoing reinforcement via our skills coaching program, library of key content and frameworks, and reporting resources.
The biweekly live sessions of our Skills Coaching program 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.
We also offer access to our enablement content library containing hundreds of WbD videos, blueprints, research materials, frameworks, worksheets, and templates to support teams utilizing WbD’s customer-centric GTM training and methodologies. Enablement teams and managers can leverage this library to help reinforce, coach, and train your teams—improving their skills and knowledge.
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 | - |
Key skills taught in this course
The Coach's Mindset
How to Coach
Offering Feedback Best Practices
See here for the latest course schedule to sign up
Taken by employees at
Trained on this course to date
What our learners say
What a powerful course for any sales leader to understand how every action impacts their people. I would recommend it for any new or experienced sales leader .
Matt Hill
SVP International | Copado Solutions
LONDON, ENGLANDI 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.
Laurelle Roseman
Director of Global Sales & Channel | Vultr DALLAS, TXI 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.
Imogen Morgan
Customer Success Manager | Allbound SHROPSIRE, ENGLANDI 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!
Gaurav Chawla
Manager of Customer Success | Uber CHICAGO, ILLINOISSetting 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.
Erica Hutchings
Sales Development Manager | Optimizely NEW YORK, NYThis 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!
Roxanne Bilski
Manager, Client Success | 7shifts TORONTO, CANADACertification
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.
Training for 8 or more people?
Contact us to discuss private course options.