About this Event
When: November 1, 2, 3, 8, 9, 10 (Tue, Wed, Thu) from 8-10am PT (4-6pm UK)
Time zone: All courses begin in Pacific Time (PT). Check your time zone for compatibility.
Cost: Standard ticket $1,600 | Sales end on October 30th, 2022.
Early bird (limited number) $1,400 | Sales end on October 2nd, 2022.
Rated 4.9/5 Stars on G2 Reviews by verified past participants. to read their most valuable takeaways OR watch testimonial videos at the bottom of this page!
Welcome to our Frontline AE Management Program
Designed for those who are within the first two years of their management journey, SaaSy programs are highly targeted, ensuring that your cohort-based experience will have you surrounded by peers who are looking to answer the same challenges as you.
Our participants are looking to solve a combination of the following challenges:
- Successfully transitioning from peer to manager
- Achieving consistent performance across the team
- Propelling new hires to become top producers
- Building a unique and empowering company culture
- Successful performance management
- Coaching AEs to overachievement
Session Topics Covered
Focusing on the best practices and philosophies deployed by the fastest-growing Silicon Valley companies, our intensive topics are designed specifically for SaaS and software sales managers.
- Transition from IC to Manager: Going from peer to manager is tricky ground to navigate – we’ll guide you through the process so that you are set up for success.
- 5 Roles of a Manager: Explore the 5 new roles you must play in your management capacity and how to balance them.
- Feedback and Difficult Conversations: You will learn how to provide feedback and coaching that aligns and motivates, in order to bring the very best out of your team.
- Sales Process and Methodology: You will discover the key to building and refining the sales process and creating a methodology that dramatically improves sales productivity.
- High Performance Coaching: A critical frontline management skill is to be able to coach and enable the team to build capacity and capability. We will learn a sales focused coaching framework that provides for continuous growth while not distracting from the core business of sales execution.
- Forecasting: Learn the skill of forecasting that will have you recognized as a person who can be relied on to deliver.
- Territory Planning: As your organization matures it becomes critical to support your AEs with guidance in how to effectively be CEO of their territory. You will learn how to plan and prosecute a territory by leveraging technology and the fundamentals of strategy.
- Management Framework: Inspection and operations rigor is key to success in sales leadership. You will build the ideal management framework for your team to take your business to the next level.
- Building Your Sales Culture: Culture is king in sales – you will be fluent in all of the critical moments for building and reinforcing a winning sales culture that attracts and retains top quartile talent.
- Recruiting: A sales organization is only as good as its people. We will show you how to build a world-class team with insights from the world-class recruiters and HR professionals.
- Sales Productivity And Enablement: Helping our reps use their time more efficiently and be more effective is the core of our success formula. We will be delivering and building on insights from enablement leaders of Salesforce, Box, and more.
- Managing Up: Internal influence is your key to success in your management role – We will discuss how to set expectations, press your agenda and get what your team needs.
- SaaS Deal Structures and Contract Terms: We will review four deal structures and key contract terms that you need to know as you engage with procurement. Our curriculum has been guided by general counsel and procurement professionals with decades of negotiation experience.
Event Venue
Online
USD 1400.00 to USD 1600.00
