Moving from AE to manager is one of the hardest transitions in a sales career. Put simply, the skills that made you successful as an individual contributor aren't the ones that will make you successful leading a team. This program is designed to give you the foundations, frameworks, and practical tools to lead with confidence, before the wrong habits have a chance to set in.
Over six modules, you'll build a repeatable operating system for how you lead - one that scales across a team with mixed tenure, protects your time and energy, and sets you up for the promotion to Senior Manager you're targeting in the next 18-24 months.
What you'll learn
By the end of this program, you will be able to:
Diagnose what each person on your team needs from you (ie: direction, guidance, or coaching) and flex your style accordingly
Run one-on-ones, forecasts, and deal reviews using clear frameworks, rather than improvising each time
Move from "super repping" to building a team that can win without you in the deal
Lead tenured and ramping reps side by side without either group disengaging
Build a sustainable operating rhythm that protects your energy and your results
Establish a leadership brand that positions you for promotion and future mobility
Course Details
The course is delivered across six structured learning modules over twelve weeks and encompasses the following modules.
Module 1 - Your Leadership Operating Model Learn the difference between directing, guiding, and coaching, and how to read which mode a given rep needs from you in a given moment. You'll leave with a working map of where you're currently over-functioning as a "rescuer," and a first-pass segmentation of your team based on what each person actually needs from you.
Module 2 - Designing Your One-on-Ones A practical framework for structuring one-on-ones so they don't collapse into operational reviews. You'll build a repeatable format that separates performance conversations from development conversations, so both get the attention they need.
Module 3 - Forecasting and Deal Reviews That Add Value Learn an evidence-based approach to forecasting that gives your reps something useful, not just a status update for you. You'll also rebuild your deal review process so it becomes a genuine coaching opportunity rather than a checkbox exercise.
Module 4 - From Telling to Guiding The skills to uncover what's actually blocking a rep's performance, rather than just presenting the data and hoping it drives change. You'll practice the questioning technique that gets underneath the numbers, and build comfort with guiding rather than directing or “rescuing”.
Module 5 - Leading Across Tenure Frameworks for leading ramping and tenured reps side by side including how to adapt team meetings, coaching cadence, and individual attention so nobody's coasting and nobody's neglected. You'll also work through how to motivate prospecting activity without it feeling like top-down pressure.
Module 6 - Sustainable Leadership and Your Leadership Brand Get specific about what a sustainable week looks like for you, and how to protect your energy as the demands on your time grow. You'll also work on how you want to be perceived as a leader both in deal reviews, in forecasting, and in your reporting line so that the reputation you build is a deliberate one.
Course Structure
This twelve week course is structured as follows:
Six scheduled learning sessions (60-90 minutes each), delivered fortnightly, each including applied instruction, guided reflection, and practical tools for immediate workplace application.
Just-in-time support sessions (10-15 minutes) between scheduled modules, to support real-time application of course concepts.
Ongoing email-based support for follow-up questions, check-ins, and reflection between sessions.
Assessment and Certificate of Completion
Participant progress is assessed against the learning outcomes defined in each module. On successful completion of all six modules, including the final capstone review and documented career development plan, participants will receive a Growth Getters Certificate of Completion for the New Sales Manager Transition course, confirming the competency areas covered and the professional development outcomes achieved.
This certificate is intended to support participants' professional development records and internal career progression documentation.
