Effective Sales Management

“The secret to winning is constant, consistent management.”
-Tom Landry

Focus on those activities that provide clarity for salespeople,
help them improve their skills, add value to their opportunities and accounts -- within
a predictable framework.

1. Review Go-To-Market Strategy

Can reps articulate the strategy?

Can everyone describe

2. Early-Stage Opps

Remove unqualified prospects

Brainstorm & add value

3. Commit to Coaching!

Find coachable moments

Coach desirable behaviors

4. Customer Growth Planning

Identify accounts with potential

Set growth targets

5. Establish an operating rhythm.

Don't cancel meetings.

Commit.

Improvements!

• Strategic alignment.
• Targeting and qualification.
• Forecast accuracy & pipeline velocity
• Efficient processes and growth.
• Skill levels (reps and managers!)

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