Frontline Sales Manager School

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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

2023 Dean

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

About

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.

Who Should Enroll

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

Impact

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

Why Enroll

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

Session #1
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

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

What Our Students Have To Say

“I found this course to be extremely impactful. The sessions did a really good job of unpacking broad concepts and the training offered practical ways in which managers can address certain challenges and implement impactful processes.

I recommend this school to anyone seeking advice on how to practically approach large issues that are a part of every sales org.”

Michael Kelly Head of Revenue, Wherewolf

“I encourage anyone who has the opportunity to take this course. I greatly appreciate the time, effort, and years of work that went into the course materials. Plenty of practical takeaways and learnings that I have already started to incorporate into my day-to-day.”

Alex Utley Head of BDRs Americas, Cutover

Frequently Asked Questions

: This school is included in the cost of Pavilion Membership.
: Yes, there is a final exam at the end of this school. A passing score of 80% must be attained in order to receive your certificate.
: Yes, 80% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience, but watching session recordings count toward attendance for those who have scheduling conflicts or are in time zones where live attendance is a challenge.
: After successfully meeting attendance requirements and passing the final exam, you will receive a certificate that you can add to your Licenses and Certification Section on LinkedIn.
: At this time, this school is open to Pavilion Members only. Apply to join Pavilion to enroll.
: The summer session for this school starts on June 20, 2023, and runs through August 22, 2023.
: Applications are currently closed.
: Live, virtual sessions occur weekly on Tuesdays from 1:00 PM – 2:30 PM ET.
: Yes, there will be cohorts for this school. Cohorts meet once per week at a selected day/time during the duration of the program.

Due to the peer element of Pavilion University, we see increased engagement from students which strengthens your ability to recall and apply learnings.

Become the leader we know you can be

Develop your career alongside a powerful network of peers and enable your team to reach new heights