On demand

Frontline Sales Manager School

The front-line sales manager is the single most important factor in why a rep either succeeds or fails. Most sales reps fall into management without learning the key skills, playbooks, data, and fundamentals to help their teams succeed.

Designed by Laura “LG” Guerra, Frontline Sales Manager School is an 8-week comprehensive school that will teach sales leaders the core foundations of being a successful manager, provide guidance on hiring and managing your first sales team, understanding metrics, how to build a healthy culture, and more principles to enhance your leadership skills.

Course details

Enrollment type: On demand
Open to: Associate Members

Enroll on demand

Laura Guerra

Laura Guerra, Instructor

Laura Guerra joined Pavilion first as a member, becoming the Los Angeles Chapter Head.

Laura integrates emotional intelligence, mindfulness, and her previous leadership training into her role every day, championing culture building, personal branding, and social selling. She enjoys golf, boxing, and hanging out with her golden retriever, Miles.

Connect with Laura

Course curriculum

This school is designed for reps training to prepare for management and sales managers with 0-3 years of leadership experience.

Session 1:
Hiring & Interviewing


By the end of this class, you will be able to:

  • Recruit and source the best talent for your team
  • Deliver a world-class interviewing experience
  • How to interview for a manager position


Session 2:
Effective 1:1s


By the end of this class, you will be able to:

  • Establish a framework for a strong relationship between you and your reps
  • Create a cadence to coach and develop your team
  • Deliver strong reviews which motivate and inspire performance
  • Help your reps set actionable, attainable goals

Session 3:
Intro to Recurring Revenue Metrics


By the end of this class, you will be able to:

  • Understand language and terms that any sales professional will hear with leaders in a recurring revenue company
  • Learn important context for how their objectives, quota, and compensation is determined
  • Better understand and contribute to discussions and decisions that impact their success in a sales leadership role

Session 4:
Sales Metrics for Recurring Revenue Companies


By the end of this class, you will be able to:

  • Understand foundational knowledge of the sales performance metrics and measurements senior leaders use to inform their decisions on strategy
  • Participants will be able to better understand the sales metrics that are being used to measure and manage their performance and their team’s performance

Session 5:
A Science-Based Skills Development System


By the end of this class, you will be able to:

  • Understand the neuroscience and basics of new skill development
  • Structure your team training and individual coaching in a way that maximizes skill acquisition

Session 6:
Building and Sustaining Culture


By the end of this class, you will be able to:

  • Understand the foundational pillars of building a top-performing culture
  • Maintain an engaged team through the inevitable ups and downs of sales leadership
  • Receive tactical tips and takeaways to build trust and respect with your team

Session 7:
Radical Candor and Tough Conversations


By the end of this class, you will be able to:

  • Deliver feedback that improves performance
  • Equip your team to deliver their own feedback effectively
  • Unlock the most important factor behind top-performing teams: Trust

Session 8:
Mindset and Motivation


By the end of this class, you will be able to:

  • Better understand limiting beliefs and imposter syndrome
  • Understand the values and attributes of a growth mindset
  • Acquire frameworks and tools for dealing with stress to help you as a leader and help you lead your team 

Expected Results

By the end of this school, you will have the skills and knowledge to:

  • Hire top talent that delivers results and are excited to join your team
  • Drive efficiency within your team through effective 1x1s
  • Identify trends in close rates, pipeline performance, show rate, and more to improve team performance
  • Implement effective management philosophies to drive growth
  • Become an inspiring leader to your team and peers
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Course FAQ

This program is included in the cost of a Pavilion Membership. Not a member? Join now.

At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.

Enroll on demand at any time.
Due to this course being on demand, you can participate in sessions at your own pace.

We ONLY offer Executives the opportunity to get certified in On Demand offerings, and we currently only offer certificates for these Executive-level offerings:

  • CRO School
  • CMO School
  • Enterprise GTM School

Join Pavilion to enroll in
Frontline Sales Manager School

Develop your career alongside a powerful network of founders, CEOs, and sales, marketing, and customer success leaders.