Categories: Sales Kickoff | Sales Leadership
As 2026 approaches, revenue leaders face a pivotal moment. The pressure to grow is intense, but the path to sustainable success is complex. Economic volatility, rapid AI adoption, and shifting buyer expectations have created a landscape where proactive leadership and business predictability are mission-critical. Force Management’s latest guide, The Growth Imperative: How leaders drive discipline and scalability in the modern revenue organization, outlines six essential priorities we've seen emerge among the high-growth organizations we work with for the upcoming year. In it, we explore the actions that we've seen lead to greater customer value, more predictable revenue, and elite execution across the go-to-market function. In today's blog, we'll preview the six core priorities that leaders are considering in their 2026 strategy to keep their organizations future-ready and productive in a rapidly fluctuating market.
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Categories: Sales Kickoff
This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all of our sales kickoff resources, best practices and tools here. The sales environment is shifting more rapidly than ever, and leaders face a mandate: grow or fall behind. Many revenue leaders recognize the Sales Kickoff (SKO) or Revenue Kickoff (RKO) as a premier opportunity to build momentum and set expectations with their go-to-market teams for the upcoming year. The SKO is often the biggest enablement investment of the year; it isn’t something that should just be delegated to an enablement team. It should be viewed as a strategic event that launches the sales team on a plan for success for the year. As a sales leader, can you afford not to be directly involved in ensuring this event meets ROI expectations? The most successful sales kickoffs are events that move the strategy forward and enable the achievement of critical business impacts. Here are some key steps sales leaders need to execute prior to the SKO to ensure similar outcomes:
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Categories: Podcasts
This past month on the Revenue Builders Podcast, our hosts explored what it takes to lead with impact in today’s fast-paced sales environment. From mastering emotional intelligence to building data-driven playbooks, these featured guests shared actionable insights for leaders at every stage of their careers. Whether you're a first-time manager or a seasoned CRO, these episodes offer strategies to elevate your mindset, strengthen your team, and drive consistent growth. Dig in below to catch up on July’s featured conversations. We publish two episodes per week, sharing lessons for sales 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: Podcasts
Hear tangible leadership takeaways from pioneers across industries and professions. In each June episode, John McMahon and John Kaplan brought dynamic guests to share insights on how successful sales leaders elevate their approach to culture, metrics, technology and leadership. Tune in to listen to stories of iteration and evolution, failure and success from seasoned sales leaders at some of the most innovative companies of our time. We publish two episodes per week, sharing lessons for sales 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: Podcasts
This month on the Revenue Builders Podcast, we shared discussions with experienced and forward-thinking leaders. These conversations ranged from stories of powerful leadership, to advice on growing organizations to the latest in financial technology. These episodes offer valuable insight for any CRO, CHRO, CFO, or CEO — or those aspiring to the role. Stay on top of the latest and greatest in leadership, revenue strategy, and emerging tech. Dig in! We publish two episodes per week, sharing lessons for sales 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: Economic Change | Sales Negotiation
We’ve talked a lot in blogs and other content about the importance of negotiating early and often. Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. How does that process change in today’s environment, where buyers are hyper-focused on cost and sales teams are struggling with reduced pipeline?
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