Managing for Leadership
Build effective leadership skills by applying the right metrics, coaching cadences, and call scorecards to your team’s rhythm.
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About the Course
Managing for Leadership helps frontline managers develop the skills required to lead teams effectively at scale. The course focuses on applying the right metrics, using practical templates and tools, and building repeatable leadership habits that support performance and skill development across the team.
Learners gain hands-on guidance for moving beyond day-to-day management and stepping into a more consistent, confident leadership role.
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
- Frontline managers leading SDR, AE, or Customer Success teams
- 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
- Taking the Managing for Impact course first is recommended, but not required.
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: 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.
Week 2: 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.
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Week 3: 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.
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Week 4: 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.
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Module 8: “What Good Looks Like” Creations
Learning Objective: Build, use, and create a scoring schema for a perfect call scorecard.
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)!
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.
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 leadership skills needed to manage and coach teams effectively at scale. Topics include applying the right performance metrics, establishing consistent coaching cadences, using call scorecards, and developing team members’ skills through structured, repeatable leadership practices.
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?
Taking the Managing for Impact course first is recommended, but not required.
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 tools and real-world leadership scenarios. Learners are encouraged to apply what they learn directly in 1:1s, team meetings, coaching sessions, and performance reviews 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 Lead Your Team with Greater Confidence?
Whether you’re a frontline manager refining your leadership approach or building stronger coaching habits, this course teaches practical techniques to lead effective 1:1s, establish coaching rhythms, and develop high-performing teams.
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
