Managing for Leadership

Learn the skills of effective management and leadership, including how to apply key metrics, develop skills, establish coaching cadences, and apply call scorecards to the rhythm of your team.
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Why should I take this course?

Learn how to effectively lead and manage your team, with templates and tools that help you apply the key metrics that matter and develop team members’ skills.

Who

Course Format

Prerequisites

Frontline managers of SDR, AE, or Customer Success teams
  • 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
Taking Managing for Impact first is recommended, but not required.

Course Schedule

Registration links open in Winning by Design's website.
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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.

Week 1:
Revenue Metrics & Math

Module 1
Revenue Metrics Through 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.

Module 2
Revenue Math

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

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

Module 4
REKS & Accountability

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

Week 3:
Metric-Based Leadership and 1:1s

Module 5
Structure 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.

Module 6
Metric-Based Leadership

Utilize the proper metrics to influence, make decisions, and develop into a great leader.sales velocity.

Week 4:
Call Scorecards and “What Good Looks Like”

Module 7
Call Scorecards

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

Module 8
“What Good Looks Like” Creations

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

To learn more about the instructors and curriculum, visit the Winning By Design course website.