Certifications · Path 3 of 3
SALES LEADERS
Develop Every Rep, By the Book
"Develop every rep with precision."
The path
Skill‑Will Coaching is built from Skillibrium's 4-Box Coaching Approach — the skill/will matrix that classifies every rep as a Day 1 Learner, a High Performer, At Risk, or Too Late. It's the "how leaders develop people" curriculum for anyone who coaches reps.
Most managers coach every rep the same way, regardless of what's actually holding them back. This path gives leaders a single, repeatable model for diagnosing whether a rep's gap is skill, will, or both — and exactly what to do next for each of the four boxes.
AI has changed how sales leaders track performance, analyze calls, and handle reporting — but it hasn't changed what makes a rep actually develop and perform. This path is built for that gap: managers learn to clear the noise and double down on the targeted diagnosis, human coaching, and judgment calls AI can't make for them.
Timing
Every session runs two hours over Zoom, scheduled to suit your team's availability. Leaders will use company-approved AI workflows to analyze performance evidence and prep for 1:1s, helping them diagnose skill and will gaps faster and execute their coaching rhythm with greater precision.
Learning to diagnose whether a rep's gap is skill, will, or both — before choosing how to coach it.
Coaching high-will, low-skill reps — building competence fast without burning out their motivation.
Retaining and stretching high-will, high-skill reps so they don't stagnate or walk.
Re-engaging high-skill, low-will reps whose output has quietly started to slip.
Making the hard, evidence-based call on low-skill, low-will reps who aren't developing.
Managers apply the matrix to their own roster and certify against the standard.
Outcomes
✓
Places every rep on the matrix before deciding how to develop them.
✓
Has a specific playbook for Day 1 Learners instead of generic onboarding.
✓
Stretches top reps deliberately instead of letting them plateau.
✓
Notices a will problem before it shows up in the pipeline.
✓
Handles "too late" situations on the record, not on a hunch.
✓
Every manager in the org uses the same model, so coaching stops depending on who a rep happens to report to.
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!
