Developing a set of clear, scalable sales management routines is the lifeblood of a good revenue plan.
When managing a growing team of sales professionals, it’s imperative that sales management enforces a well-developed cadence that is both effective and efficient. Not only should these routines enable accurate forecasting and support rising targets for the organization, but they also need to bring value to individual contributors, so standardization is achievable without a revolt against wasted "selling time" in the field.
Ranging from weekly 1:1s, to pipeline reviews and deal debriefs, all routines need to be intentional and productive. The why, what, who and when need to all be considered, since maintaining these routines will dramatically increase the efficiency of the sales staff, while improving output and ultimately resulting in increased revenue.
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