Course Code: LEAD-403

Format: In-Person / Virtual

Description: Managers often inspect deals rather than coach skills. Using Scaffolding Theory, this course teaches the "Glow and Grow" method, shifting the focus from pipeline interrogation to skill development.

Learning Objectives:

Conduct call reviews using "Glow and Grow" feedback.

Shift focus from "Deal Inspection" to "Skill Development."

Implement structured coaching cadences.

Scholar-Practitioner Framework:

Theory: Scaffolding Theory (Vygotsky).

Application: The "Call Review" Simulation.

Curriculum: The Manager as Coach; Diagnostic Listening; Feedback Loops.