Data-Driven AE Management Data-Driven AE Management
SIA Coach
Chief Revenue Officer
Higher Logic
  • Description
  • Course Syllabus
  • Coach Information
About this course

Sales is fundamentally a numbers game. This course will teach you how to make the best use of data to make the numbers work for you and transform your management strategy.

Designed for managers of Account Executives (AEs), this course will equip you to effectively plan your sales strategy, manage your people and report on your team’s performance, all using robust metrics and indicators to inform and justify your decisions. 

You will learn how to:

- Select and appropriately apply data to drive your decision making, while avoiding common errors

- Use data to ensure you have a strong pipeline and forecast more accurately

- Build a data-driven model for hiring and onboarding

- Plan team capacity and quota coverage more effectively

- Use data to empower and communicate with others, including your employees, executives, and customers

- Identify areas for improvement and coaching within your team

Enroll now to unlock the power of data for your management.

This course has been designed for first and second-line managers of AEs who wish to improve their management practices and drive greater revenue.
What impact this course will have:
  • Understand the concept of data-driven management and identify key pitfalls and warning signs in its use
  • Develop practices to enable you to consistently construct healthy pipelines, while leveraging data to forecast accurately
  • Leverage data to hire, onboard and develop your people
  • Use data to inform your pricing and discounting strategies
  • Use data to tell the story of your business in reporting and drive team learning
Course Syllabus
Class 1
1/4
Class 1 | Introduction to Data-Driven Sales Management

 

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

  • Understand the roadmap for this course and the key questions we are seeking to address
  • Develop an understanding of what data-driven sales management is and its importance
  • Identify pitfalls and warning signs in data-driven sales dashboards and metrics
  • Plan team capacity and quota coverage by rep for effective sales management
Class 2
2/4
Class 2 | Data-Driven Sales Planning: Pipeline Development and Forecasting

 

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

  • Establish practices that will enable you to consistently construct a healthy pipeline 
  • Understand the key pipeline indicators that enable you to manage opportunities and risks in your pipeline 
  • Recall the basic types of forecasting methods 
  • Forecast more accurately by leveraging key data inputs and insights
Class 3
3/4
Class 3 | Using Sales Data to Manage and Develop Your Most Important Asset: People

 

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

  • Select the most important data types and insights to support rep coaching and management
  • Build a data-driven model for hiring and onboarding
  • Plan an effective 1:1 using sales data
Class 4
4/4
Class 4 | Other Key Use Cases: Pricing and Discounting, Management Reporting and Team Learning

 

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

  • Identify opportunities and pitfalls in pricing and discounting strategies
  • Tell the story of your business when engaging in management reporting and business reviews
  • Discover opportunities for driving continuous team learning and improvement in your sales management processes
  • Compile a data-driven sales management action plan for immediate implementation
Chief Revenue Officer
Higher Logic
Richard is currently Chief Revenue Officer at Higher Logic and brings more than 20 years of sales leadership building and transforming commercial teams in high-growth software and services businesses across North America, Europe and Asia-Pacific.  H...