Categories: Company Alignment | Sales Productivity
At Force Management, our focus is helping our customers achieve revenue results, even long past their initial engagement with us. That's why we're continually sharpening our methodologies and tools to make them more robust and valuable for our clients. As many organizations continue to face uncertain market conditions, causing higher scrutiny and hesitancy from buyers, we know you still have your sights set on big revenue goals — and we're determined to help you make them happen.
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Categories: Company Alignment | Sales Kickoff | Sales Productivity
As we start the new year, many of us are also launched into SKO season. As a revenue leader, you've invested budget, time and resources into this event - with the assumption that you will see ROI in terms of your strategic revenue goals. Your goal may be to improve upon last year's performance by training up new or underperforming members of the sales team and communicating expectations. The sales kickoff is a prime opportunity to build momentum, right the course and chart the path towards increased sales productivity and revenue. In order to achieve desired levels of growth and productivity, leaders must ensure that their presentation addresses the needs of every member of their sales team.
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Categories: Company Alignment | Sales Coaching Tools | Sales Productivity | Scaling Sales
The journey from start-up to maturity involves multiple rounds of iteration. Achieving product-market fit and getting your customers to pay and stay are the results of how your product and message adapted to your buyers' needs along the way. Now, reaching that next benchmark means continuing to refine and shift the way your company thinks about and talks about itself in the market. In our work with rapidly growing B2B SaaS and tech organizations, we’ve identified three common components that are crucial for satisfying the growth imperative. Here are three keys for leaders targeting the next revenue milestone:
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Categories: Company Alignment | Sales Productivity
In today's ever-changing sales landscape, stagnating is not an option. If it seems that you've reached a growth plateau, or you're struggling to increase recurring revenue to meet your goals, you may be facing an alignment challenge. Too often, companies function in silos, with sales, marketing, product and operations working separately rather than together toward common goals. As each department works to meet company goals on their own, inefficiencies become rampant, with sales performance likely becoming one of the largest frustrations. Removing those silos can create and capture customer value, as well as streamline internal processes and administrative burdens to increase overall productivity of your go-to-market teams.
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Categories: Company Alignment | Sales Kickoff | Sales Training Initiative
This week, we hosted a webinar with Force Management Senior Partner Tim Caito. Tim is our resident expert on sales negotiation and has years of experience planning and leading sales kickoffs. He joined us to share his do's and don'ts when it comes to planning a sales kickoff that drives measurable results on company strategic goals and revenue objectives. Keep reading to learn our takeaways from Tim Caito on the top three actions that will produce SKO results. If you find these valuable, check out the full webinar recording available on-demand. It was an engaging tactical conversation with some intriguing and relevant live audience questions.
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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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