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

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.

Training for 8 or more people?

Contact us to discuss private course options.

Week1.

Revenue Metrics & Math

MODULE 1
Revenue Metrics Through the Customer Journey

Learning Objective: Identify which metrics to track, why they are important, and how to use them to set clear and achievable goals for your team.

MODULE 2
Revenue Math

Learning Objective: After identifying metrics, split out the metrics by channel, prioritize them, and discover next level equations.

Week2.

Issue Diagnosis & REKS

MODULE 3
Explore Issue Diagnosis

Learning Objective: Explore the what, why, and how of issues and discover approaches for effective resolution.

MODULE 4
REKS & Accountability

Learning Objective: Discover the REKS system to ensure you’re having the biggest impact.

Week3.

Metric-Based Leadership and 1:1s

MODULE 5
Structure of 1:1 Meetings

Learning Objective: Use 1:1 meetings to help your direct reports succeed in their role by incorporating career development and aligning meeting cadence with sales velocity.

MODULE 6
Metric-Based Leadership

Learning Objective: Utilize the proper metrics to influence, make decisions, and develop into a great leader.

Week4.

Call Scorecards and “What Good Looks Like”

MODULE 7
Call Scorecards

Learning Objective: Explore call scorecards to create a quantitative measurement for running calls effectively.

MODULE 8
“What Good Looks Like” Creations

Learning Objective: Build, use, and create a scoring schema for a perfect call scorecard.

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.

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.