Categories: Front-line Managers | Sales Kickoff
We’ve been a part of making many sales kickoffs successful over the years. One early indicator of a SKO that drives the company’s core revenue objectives all year: front-line manager preparedness. Managers are a critical instrument to driving results after your sales kickoff, helping to reinforce new concepts and best practices throughout the year. Getting them onboarded early and preparing them to lead during and after your event can transform the outcome of your SKO. Here are three ways to support your front-line sales managers before the sales kickoff that will help maximize the impact of your event:
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Categories: Company Alignment | Front-line Managers | Talent Management
“We are what we repeatedly do. Excellence, then is not an act, but a habit.” – Aristotle The best leaders in the world are successful because they are able to align everyday company activities to their core revenue objectives. How do they do that? The answer is the Management Operating Rhythm (MOR). The MOR is a major way that organizations support their sales managers, outlining the actions necessary for repeatable success and holding them accountable to perform them consistently and at a high level. The operating rhythm helps leaders connect their role to the company’s strategy and execute the plan of action without getting bogged down in administrative burdens. Unfortunately, most companies don’t have a Management Operating Rhythm to make sure that their sales managers and their sales teams can be successful. You may have a certain cadence set for manager reviews, but is there consistency across the company with how these are executed? Do your managers have a clear idea of how to lead planning efforts and coach deals to ensure maximum revenue in every opportunity? Without a strong operating rhythm, there may be revenue falling through the cracks.
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Categories: Podcasts
This month's Revenue Builders Podcast episodes covered how to build and lead a top-tier sales team, strategies for bringing a new product to market, and novel approaches to leadership. In these conversations, our guests share strategies and experiences that demonstrate how innovation in leadership styles and strategies can pave the way for unprecedented growth. We hope these podcasts inspire you to be disruptive in the way that you communicate, recruit, and lead your teams - listen below. We publish two episodes per week, sharing lessons for leaders at all stages of their careers. Make sure to subscribe to the Revenue Builders podcast on your favorite podcast player, so you never miss an episode.
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Categories: Sales Messaging | Selling Technology
Artificial Intelligence (AI) is a fast-growing new market sector. Recent estimates show more than 75,000 AI companies exist, with more than $107B invested in these types of companies over the last two years.
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Categories: Buyer Alignment | Company Alignment | Sales Messaging
Consumption pricing is associated with some of the fastest-growing SaaS companies of the past few years, including Snowflake, Datadog, Zscaler, and MongoDB. The consumption-based pricing model is popular because it helps these types of companies manage costs and gives the customer more control and transparency in how much they’re billed. But if the customer doesn’t directly see the value of your solution, they may stagnate or even fall in their usage. While commitment may be easier to gain on the front end without an upfront price tag, if the goal is to drive usage and growth over time, consumption model companies must constantly be proving their value. We can picture this as two sales cycles - one to close the deal, and one ongoing cycle to close the consumption. Companies that have been successful in driving sustained growth with a consumption model do so by achieving three critical levels of alignment.
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Categories: Front-line Managers | Sales Leadership
Win/loss analysis is critical to improving win consistency and growing revenue. You may know the reason why a specific deal was won or lost, but can you and your account teams reverse engineer that process to improve results on the next deal? Is your team currently leveraging those insights to repeat successes and avoid known setbacks? Don’t scream at the scoreboard, or just tell your people what to do. Help your managers provide the how. Define exactly what’s working and what isn’t so you can focus on the best opportunities to support your salespeople in improving win rates. First, you need to equip your managers to get beyond the data of why deals are won and lost.
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