Prerequisites

Taking the Managing for Impact course first is recommended, but not required.

Best for:

  • Frontline managers of SDR, AE, or Customer Success teams

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

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.

Week1.

Revenue Metrics & Math

  • Revenue Metrics: Throughout the customer journey, identify which metrics to track, why they are important, and how to use them to set clear and achievable goals for your team.
  • Revenue Math: After identifying metrics, split out the metrics by channel, prioritize them, and discover next level equations.
Week2.

Issue Diagnosis & BPS

  • Issue Diagnosis: Explore the what, why and how of issues and discover approaches for effective resolution
  • Behavior, Process, Skills and Accountability: Discover the BPS (business, process, and skills) system to ensure you’re having the biggest impact
Week3.

Metric-Based Leadership and 1:1s

  • Structuring of 1:1 Meetings: Use 1:1 meetings to help your direct reports succeed in their role by incorporating career development and aligning meeting cadence with sales velocity
  • Metric-Based Leadership: Utilize the proper metrics to influence, make decisions, and develop into a great leader
Week4.

Call Scorecards and "What Good Looks Like"

  • Call Scorecards: Explore call scorecards to create a quantitative measurement for running calls effectively
  • “What Good Looks Like” Creations: Build, use, and create a scoring schema for a perfect call scorecard

Training for 8 or more people?

Contact us to discuss private course options.

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

Kevin “KD” Dorsey

austin

Training for 8 or more people?

Contact us to discuss private course options.