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CommercialTribe

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  • How to Establish a Sales Manager Effectiveness Program
    How to Establish a Sales Manager Effectiveness Program Rob Pinna, Chief Product Officer, CommercialTribe Recorded: Jun 7 2017 46 mins
    While traditionally sales enablement organizations have focused on developing the Seller, few have an answer for how to best enable the Manager.  


    Consider this from CSO Insights: Organizations that invest in manager effectiveness programs achieve 107% revenue attainment versus 88% for those that don’t. That’s a top-line difference of $1.4M for the average 6-person team carrying $1M in quota per rep.  It’s also the difference between making and missing the number.


    So what is a manager effectiveness program?  Join me as I share what we learned in a workshop event held with 10 senior sales leaders. We’ll dive into the two key pillars identified as crucial to manager effectiveness:


    1. Move management processes from ad-hoc to formal
    2. Develop front line managers as coaches


    And explore the specific processes identified as making the biggest top-line difference.


    Speaker

    Rob Pinna, Chief Product Officer, CommercialTribe
    With 30 years of experience in enterprise software, Rob’s passion is solving challenging business problems through customer validation and a lean startup model. He is responsible for leading CommercialTribe’s product and marketing strategies.

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