How to Establish a Sales Manager Effectiveness Program

Presented by

Rob Pinna, Chief Product Officer, CommercialTribe

About this talk

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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CommercialTribe is building the standard SaaS Platform to successfully onboard, develop, and coach sales professionals to drive performance. We create environments to unlock the potential of every seller and manager to improve – year over year. Salespeople learn best by doing, so we record sellers as they practice a pitch, role play with a colleague, or have a live customer interaction. We then constructively assess their approach (behavior), and provide their managers with coaching paths to close seller development gaps.