The traditional enterprise go-to-market motion is undergoing a transformational shift. B2B buyers are more sophisticated than ever, and operational efficiency is a key focus for every organization. One key function possesses a unique opportunity to shape the future of revenue generation: enablement. On this podcast, we’re bringing you the secrets, strategies, and tactics that successful enablement leaders are using to drive meaningful impact. The Enablement Edge is the go-to resource for sal ...
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Contenuto fornito da Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh. Tutti i contenuti dei podcast, inclusi episodi, grafica e descrizioni dei podcast, vengono caricati e forniti direttamente da Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh o dal partner della piattaforma podcast. Se ritieni che qualcuno stia utilizzando la tua opera protetta da copyright senza la tua autorizzazione, puoi seguire la procedura descritta qui https://it.player.fm/legal.
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228 (Lead) Managing Managers and Diagnosing Low Performance (JD Miller, Kantata)
Manage episode 425853198 series 2782528
Contenuto fornito da Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh. Tutti i contenuti dei podcast, inclusi episodi, grafica e descrizioni dei podcast, vengono caricati e forniti direttamente da Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh o dal partner della piattaforma podcast. Se ritieni che qualcuno stia utilizzando la tua opera protetta da copyright senza la tua autorizzazione, puoi seguire la procedura descritta qui https://it.player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS:
- Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data.
- Maintain frontline manager capacity at optimal levels (typically up to eight sellers per manager) to ensure effective control and stability in sales force management.
- Implement a structured 90-day ramp-up process for new hires, progressing from training to practical tasks like territory familiarization, prospecting, and live calls, to consistently exceed sales plan expectations.
- Clearly articulate and differentiate between commitment (worst-case scenario) and forecast (expected performance) figures when reporting to stakeholders, ensuring transparency and accuracy in sales projections.
JD'S PATH TO PRESIDENTS CLUB:
- Chief Revenue Officer @ Kantata
- Chief Revenue Officer @ Motus
- Managing Director @ Bravo Solution
- Vice President, Americas @ Workplace Systems
RESOURCES DISCUSSED:
336 episodi
Manage episode 425853198 series 2782528
Contenuto fornito da Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh. Tutti i contenuti dei podcast, inclusi episodi, grafica e descrizioni dei podcast, vengono caricati e forniti direttamente da Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh o dal partner della piattaforma podcast. Se ritieni che qualcuno stia utilizzando la tua opera protetta da copyright senza la tua autorizzazione, puoi seguire la procedura descritta qui https://it.player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS:
- Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data.
- Maintain frontline manager capacity at optimal levels (typically up to eight sellers per manager) to ensure effective control and stability in sales force management.
- Implement a structured 90-day ramp-up process for new hires, progressing from training to practical tasks like territory familiarization, prospecting, and live calls, to consistently exceed sales plan expectations.
- Clearly articulate and differentiate between commitment (worst-case scenario) and forecast (expected performance) figures when reporting to stakeholders, ensuring transparency and accuracy in sales projections.
JD'S PATH TO PRESIDENTS CLUB:
- Chief Revenue Officer @ Kantata
- Chief Revenue Officer @ Motus
- Managing Director @ Bravo Solution
- Vice President, Americas @ Workplace Systems
RESOURCES DISCUSSED:
336 episodi
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