Managing for Impact
Move beyond managing metrics—build the skills to become a true coach for your team.
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About the Course
Managing for Impact helps revenue managers develop the skills required to lead teams effectively — beyond tracking metrics or individual performance. The course focuses on practical sales and customer success management techniques, including how to build a coaching culture, run effective 1:1s and team meetings, and use role plays and call reviews to improve team performance.
Designed for new and aspiring managers, this course equips leaders to positively impact both their teams and their customers.
Curriculum & Learning Experience
Learners engage with a certified Winning by Design trainer in an experiential learning format that includes 8 hours of live instruction. Sessions incorporate role plays, breakout exercises, and recurring revenue frameworks applied to real-world management scenarios.
Participants also receive access to our learning management platform for continued reinforcement through on-demand videos and frameworks.
Who This Course Is Best For
- Newly promoted or hired Sales and Customer Success managers or team leads
- Sales and Customer Success reps preparing for a move into management
Blended Course Format
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8 hours of live instruction, delivered as one 2-hour session per week
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Live sessions conducted via Zoom video conference
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Exclusive asynchronous access to blueprints, videos, and exercises
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Industry-recognized certification upon completion
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Maximum cohort size of 25 learners to ensure interaction and engagement
Prerequisites
- There are no prerequisites for this course
Course Details
Location
Online, delivered via Zoom
Standard Duration
4 weeks
Standard Schedule
1 live session per week (2 hours each) + online learning content
Upcoming Courses — Scheduled for Global Time Zones
Course Flow & Curriculum
Week 1: 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.
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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.
Week 2: 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.
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Week 3: 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.
Week 4: 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.
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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.
Your Learning Journey
A clear view of how the course is delivered—from live sessions to applied practice—so learners know what to expect.
Course dates are flexible. This is for illustrative purposes only.
Get excited for the course — no action items yet.
Get situated on the online learning platform, complete Session 1 pre-work.
Live Session – 2 hours
Covering Modules 1 and 2.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 3 and 4.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 5 and 6.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 7 and 8.
Complete online certification exam to prove your knowledge and earn a certificate (with score of 75% or higher)!
Meet Your Certified Trainers
Industry-Leading Certification in 3 Steps
Enroll
Choose the certification program that aligns with your role and goals, and secure your place in a structured learning experience built around proven GTM frameworks.
Attend
Participate in live, interactive sessions where concepts are taught, discussed, and applied through real scenarios—not lectures or slide-only walkthroughs.
Certify
Complete the certification assessment to validate your ability to apply the framework correctly, consistently, and in real GTM situations.
Trained in this course to date
Proven. Trusted. Recognized.
Our work is consistently recognized by industry analysts, platforms, and practitioners
for setting the standard in modern go-to-market training.
Trusted by Revenue Teams Worldwide
Why Winning by Design Stands Apart
Open & Private Course Formats
Choose the training format that best fits your team—join open courses to build skills alongside peers, or run private sessions tailored to your specific GTM motion and priorities.
Open Courses
Learn alongside GTM practitioners from other SaaS teams in live, instructor-led sessions focused on practical skill development and shared learning.
Best for teams and individuals who want:
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Live, structured training without custom setup
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Exposure to how peers approach similar GTM challenges
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Fast access to proven frameworks and skills
Private Courses
Run focused training for your team, customized to your GTM context, customer profile, and execution challenges.
Best for teams of 8+ who need:
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Alignment across sales, success, marketing, or leadership
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Training tied directly to your real deals and customers
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Faster adoption through shared language and standards
Need group or international training?
We offer team trainings for 8+ people and deliver training across North America, Europe, AsiaPac, and Latin America — in English, German, French, Spanish, Portuguese, Chinese, and Japanese.
Frequently Asked Questions
What will I learn in this course?
In this course, learners develop the core skills required to manage and coach revenue teams effectively. Topics include building a coaching culture, running productive 1:1s and team meetings, using role plays and call reviews to reinforce behaviors, and applying proven frameworks to improve team performance.
What is the format and duration of the course?
The course is delivered live online over a series of four, 2-hour sessions, typically with weekly live instruction complemented by asynchronous access to additional learning resources such as videos, blueprints, and exercises.
If I am unable to attend a live session, will recordings be provided?
Yes. While we recommend attending live, if possible, for the best learner experience, recordings will be provided by the course trainer following each live session.
Are there any prerequisites for this course?
There are no prerequisites. The course is designed for learners at all levels of experience.
How is the course delivered?
The course is delivered via live Zoom video sessions led by certified instructors, supported by asynchronous learning content available through an online learning platform.
Will I receive a certification?
Yes — learners who complete the course and any required assessments will receive an industry-recognized certification.
Can I take this course with my team?
Yes — this course can be taken as part of an open cohort or arranged privately for your team on a customized schedule by contacting us.
Is this course suitable for global participants?
Yes — Revenue Academy courses are scheduled across various time zones to accommodate global learners, and live sessions are conducted online. That said, if courses are not available regularly in your region, contact us to see if a training cohort can be arranged.
Can I apply what I learn immediately?
Yes. The course is designed around practical management techniques and real-world scenarios. Learners are encouraged to apply what they learn directly in live 1:1s, team meetings, coaching sessions, and performance discussions throughout the course.
How do I register for the course?
You can register for open cohorts through the Revenue Academy schedule, or contact us to explore private team sessions.
Ready to Become a More Effective Revenue Manager and Coach?
Whether you’re stepping into management for the first time or refining your coaching approach, this course teaches practical techniques to lead stronger 1:1s, coach consistently, and drive team performance with confidence.
Talk with a GTM expert about your GTM growth
We’ll help you understand what’s blocking predictable revenue and recommend the best path forward for your team.
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Get clarity on the root causes slowing your growth
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Understand which GTM improvements will deliver the biggest impact
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Explore pricing, timelines, and the right engagement for your goals
