Data-Driven AE Management Data-Driven AE Management
SIA Coach
Former Chief Revenue Officer
Higher Logic
VP, Revenue Training and Enablement
  • Description
  • Course Syllabus
  • Course 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
March 28 2022
Class 1 | Introduction to Data-Driven Sales Management


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

  • Develop an understanding of what data-driven sales management is and its importance
  • Determine how to focus on the metrics that matter
  • Use metrics to identify underlying performance issues
March 30 2022
Class 2 | Data-driven sales planning: Coverage, Pipeline Development and Forecasting


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

  • Plan team capacity and quota coverage
  • Manage pipeline coverage and mitigate risks
  • Develop an accurate forecasting approach
April 4 2022
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
  • Build a data-driven model for onboarding
April 6 2022
Class 4 | Data-Driven Management: Other key use cases


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

  • Leverage win/loss data to beat the competition
  • Plan for effective 1:1s using sales data
  • Successfully utilize data in management reporting
  • Recall the core concepts of data-driven management
Course Information
Former 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...
VP, Revenue Training and Enablement
Caroline is a results-oriented leader with extensive experience reducing friction in the sales and renewal process for AMs, AEs, and SDRs, while juggling the intense and fun worlds of parenting teenagers. Her passions extend from designing sales trai...