Certifications · Path 2 of 3
SALES LEADERS
The Cadence That Runs the Business
"Run a repeatable success cadence."
The path
Operating Principles is built from the 5 Operating Principles in Skillibrium's 5x5x4 framework: 1:1s & team meetings, pipeline generation, opportunity strategy reviews, forecast calls, and QBRs. It's the "how leaders lead and reinforce it" curriculum for anyone who runs a revenue cadence.
Most leaders inherit a calendar full of meetings with no shared standard for what a good one looks like. This path replaces ad hoc management with a single, repeatable operating cadence — so every leader in the org runs meetings, forecasts, and reviews the same disciplined way — and gains hands-on experience using AI to streamline and lead that very cadence.
Timing
Every session runs two hours over Zoom, scheduled to suit your team's availability. Leaders will use company-approved AI workflows to prepare for 1:1s, analyze pipeline evidence and coordinate pipeline generation activities, and run their operating rhythm with greater speed and precision.
Defining what great looks like for your revenue leaders, pulling from selling strategies.
Setting a shared standard so every rep on every team knows exactly what's expected.
Leaders build and own a self-generated pipeline program instead of waiting on marketing.
Assigning next-best actions grounded in objective evidence, not gut feel.
Forecasting on evidence, replacing rep optimism with a repeatable standard.
Running events with a learning and strategy focus.
Outcomes
✓
Every leader in the org holds meetings to the same expectations.
✓
Stops waiting on marketing and starts leading a self-generated program.
✓
Opportunity reviews produce next-best actions, not just status updates.
✓
Calls objective evidence instead of relying on contributor optimism.
✓
Quarterly reviews become a learning event, not a reporting exercise.
✓
Every leader in the org can coach to — and be held to — one operating rhythm.
Spotlighting the instructor
Instructor
Bart Fanelli is a seasoned field operator and revenue executive with over 25 years of global experience driving transformational growth, scaling organizations from $60M to over $1.5B, and co-authoring the acclaimed book The Success Cadence. As the Founder of Skillibrium and former Chief Revenue Officer, Bart has built high-performing global teams and pioneered award-winning sales enablement, onboarding, and value-selling frameworks across industry leaders like Splunk, OutSystems, and BMC Software. A recognized thought leader featured in Harvard Business Review and top industry podcasts, Bart brings a wealth of hands-on expertise in sales execution, leadership development, and operational excellence, making him uniquely equipped to guide professionals through this certification path
Audience
Format
Bundle all 3 certifications together!
