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Categories: Economic Change

5 Areas of Focus for Your SKO in the Current Economy

Changing dynamics in the economy may demand a strategic pivot for how you reach revenue goals in your sales organization. The challenge becomes identifying which priorities are most critical to devote resources to. Define where to focus and align your organization behind a message that delivers on those objectives. Take action. Leverage your sales kickoff. The sales kickoff is a prime opportunity to reignite morale, reinforce core methodologies and train your team on core actions that have the greatest potential to impact revenue. In a recent conversation, Force Management Managing Director, Brian Walsh, outlined five mission-critical areas of focus for your next SKO. See how your action in one or more of these areas can prepare your sales organization to successfully move through a challenging environment and hit revenue targets.

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Categories: Sales Productivity

What Sales Leaders Are Assessing to Course-Correct Performance

Given the current economic headwinds, now is a good time to get a quick snapshot of where your team is at and determine any mission-critical sales opportunities to focus on.

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Blog Feature

Categories: Economic Change

Changing economy? Help Your Salespeople Prioritize the Right Opportunities Faster

Given the current economic downturn, your salespeople may be more inclined to invest time in an unqualified deal or skip important steps in the sales process to keep pipelines moving.  If the current economic landscape is amplifying the pressure your sales team is feeling to hit revenue targets, address this challenge head on and have a direct conversation with your team now. Early action will help to minimize forecast inaccuracy and ensure your salespeople aren’t getting stuck in deals that are more likely to stall out or lose. 

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Categories: Podcasts

July Podcast Recap: Leading Through Adversity

Overcoming adversity is part of getting to the next level in your leadership career. This month's Revenue Builder's guests dig into the adversities they've faced and share valuable advice for those leading through challenging circumstances. Whether you're faced with hard-to-coach teams or tasked with defining a strategy to help your entire organization sell through ongoing external complexities, dig in. Review this week's epsidoes for advice you can leverage to take action and define the plan to drive revenue results. Listen to the Revenue Builders podcast on your favorite podcast player, so you can easily download, listen and share.

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Blog Feature

Categories: Front-line Managers  |  Sales Leadership  |  Sales Transformation

Five Characteristics that Build Successful Sales Leaders

Front-line managers play an impactful role in driving your sales organization’s success. As a sales leader, it's critical that you show your managers support by helping them build their leadership skills.

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Blog Feature

Categories: Sales Transformation

How to Determine Where Your Sales Team is Struggling the Most

With recent speculation around the economic landscape, many organizations are preparing their teams for a difficult sales season ahead. Whether you're already seeing your sales team struggle with unexpected deal delays or economic uncertainty has begun to amplify underlying sales execution issues, one thing is certain: you’ve still got numbers to hit. In these moments, it’s tempting to go back to basics and manage expectations. What separates good sales leaders from great ones is their commitment to their people, no matter the season. Do more with who you have and what you have. Identify how you can help your salespeople build the critical skills they need to be relevant to customer needs, drive pipeline and close deals. 

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