Frontline Sales Manager School
June 20, 2023 – August 15, 2023 | Virtual | Applications due June 8, 2023
Tuesdays from 1:00 PM – 2:30 PM ET
Designed for Individual Contributors
Open to Associate Members
Overview
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.
Laura Guerra joined Pavilion first as a member, becoming the Los Angeles Chapter Head, then the VP of Growth.
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.
Information
Frontline Sales Manager School is an 8-week comprehensive course that will teach sales leaders the core foundations of 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.
This school is designed for reps training to prepare for management and sales managers with 0-3 years of leadership experience.
By the end of this course, you will:
- 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
55% of sales professionals don’t have the skills they need to be successful. To fill this skills gap, frontline sales managers need to have the playbooks, data, and fundamentals to help their teams succeed. This course will enable Frontline Sales Managers to take their impact and influence to the next level, driving stronger pipeline and revenue growth.
Curriculum
Hiring and 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
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
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
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
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
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
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
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