The New Sales Manager Program
Andrew Morris
26yr sales leader · Coach · B2B SaaS
Stop doing what made you a great rep. Start building a team that hits.
Most new sales managers were never prepared for this. Your reps aren't hitting numbers, your CRO is asking about CAC payback and win rates by stage, and your calendar is full of deals you shouldn't be closing yourself. That's not a failure of effort — it's a failure of preparation.
After this programme, you'll run structured 1:1s that actually change rep behaviour, diagnose pipeline problems before they become forecast problems, and speak the commercial language your leadership expects from you.
This isn't leadership theory. Every tool you build — your Rep Standards Doc, your Skill/Will assessment, your pipeline health review — is applied to your actual team this week. One manager who completed the programme said: "You ticked every box I needed. Every time I thought I needed to add something, it was in the next chapter."
26 years leading global sales and pre-sales teams across TIBCO, Minit, and Microsoft taught me what the first 18 months actually demand. This is that playbook.
What you’ll learn
Build the operating system of a high-performing sales manager — from rep diagnosis to pipeline health to coaching conversations that stick.
Apply the Manager's Operating Rhythm template to structure your week from day one.
Write your Rep Standards Doc so every rep knows exactly what good looks like.
Create a How I'll Work With You guide for each direct report.
Apply the Skill/Will Matrix to identify exactly what each rep needs from you
Stop managing everyone the same way — match your approach to the actual gap.
Use the Three-Dimension Pipeline framework to separate real deals from fiction.
Run your first pipeline health review and defend your forecast with confidence.
Structure every 1:1 with GROW so conversations lead to changed behaviour.
Deliver feedback using SOA — Situation, Outcome, Action — not gut instinct.
Run deal coaching sessions using MEDDPICC as your diagnostic tool.
Build your Four-Tier Performance Path for every rep on your team.
Know exactly when to coach, when to manage, and when to escalate.
Synthesise four weeks of observation and diagnosis into one working document.
Leave the programme with a real plan you use in your next 1:1 — not a template.
Learn directly from Andrew
Andrew Morris
Built sales teams for 26 years. Now teaches new managers what no one told them.
Who this course is for
Newly promoted B2B sales manager in a SaaS scale-up, handed a team with no playbook, no training, and a number to hit.
Player-coach AE still closing your own deals because you don't yet trust your reps to do it without you.
Sales team lead promoted from within your peer group, now managing people who used to be your equals.
Prerequisites
You are currently managing a B2B sales team or start within 30 days.
The tools in this course require real reps to apply them to. Without a team, the workbooks have nothing to work with.
You have at least one direct report.
Every week you build a tool applied to a real person on your team — Skill/Will assessment, Rep Standards Doc, coaching plan.
You manage a B2B sales team with quota and pipeline responsibility.
Built for quota-carrying sales environments where pipeline, forecasting, and rep performance are your direct accountability.
What's included
Live sessions
Learn directly from Andrew Morris in a real-time, interactive format.
Lifetime access
Go back to course content and recordings whenever you need to.
Community of peers
Stay accountable and share insights with like-minded professionals.
Certificate of completion
Share your new skills with your employer or on LinkedIn.
4-week structured curriculum — Stabilise, Diagnose, Coach, Sustain
Your complete operating system for the first 18 months of sales management. Four sequential weeks, each building on the last, each producing tools you use immediately with your actual team.
6 ready-to-use management tools and templates
Rep Standards Doc, How I'll Work With You, Skill/Will Matrix, Three-Dimension Pipeline, Four-Tier Performance Path, and Manager's Operating Rhythm — built during the course on your real team data.
GROW and SOA coaching frameworks for every 1:1 and feedback conversation
Stop winging your 1:1s. GROW structures every coaching conversation toward behaviour change. SOA structures every feedback moment around evidence. Both are applied to your actual reps from Week 3.
MEDDPICC deal coaching guide for pipeline reviews your CRO will respect
Most new managers sit in pipeline reviews and react. This gives you a structured deal coaching approach using MEDDPICC so you ask the right questions, spot the real risks, and defend your forecast.
30-60-90 Day Rep Development Plan — your capstone deliverable
Not a template. A complete, evidence-based development plan for your most complex rep, built across four weeks of real observation and diagnosis. The document you use in your next 1:1.
Free Week 0 pre-work module — access before you enrol
Who were you as an individual contributor — and what made you good will work against you as a manager? Start here before Week 1. Available free, no purchase required.
CRO vocabulary guide — speak the language your leadership uses
Win rates by stage, CAC payback, churn attribution, pipeline conversion by source. As a manager you're expected to own these numbers. This course teaches you to use them, not just recognise them.
Maven Guarantee
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Course syllabus
4 live sessions • 9 lessons • 4 projects
Week 1
Aug
4
Week 1 Live Session — Stop Doing. Start Observing.
Tue 8/43:00 PM—4:30 PM (UTC)
Week 1 — Stop Doing. Start Observing.
Week 2
Aug
11
Week 2 Live Session — Know Your Team. Know Your Pipeline.
Tue 8/113:00 PM—4:30 PM (UTC)
Week 2: Know Your Team. Know Your Pipeline.
Schedule
Live sessions
1-2 hrs / week
Each week's live session is 90 minutes of facilitated coaching — not a lecture. Bring a real rep situation or live deal. You'll leave with a specific action to take with your team before the next session.
Tue, Aug 4
3:00 PM—4:30 PM (UTC)
Tue, Aug 11
3:00 PM—4:30 PM (UTC)
Tue, Aug 18
3:00 PM—4:30 PM (UTC)
Tue, Aug 25
3:00 PM—4:30 PM (UTC)
Projects
1-2 hrs / week
Each week you build one tool applied to your actual team — not a fictional exercise. Rep Standards Doc, Skill/Will Assessment, pipeline review, coaching framework, and the 30-60-90 capstone.
Async content
1-2 hrs / week
Video lessons and frameworks delivered async each week. Review before your live session so you arrive ready to apply — not to hear the content for the first time.
Testimonials
"I genuinely couldn't think of anything that was missing. You ticked every box I needed. Every time I thought I needed to add something, it was in the next chapter."
Edward Noel
Mid-Market Sales Manager
Frequently asked questions
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