Categories: Mission Critical Success Series | Sales Leadership | Sales Qualification
As a revenue leader, your timeline to results is critical. Stakeholders and board members want to see outcomes, and you need constant progress from your teams to reach ambitious revenue targets. No strategic pivot is immediate – many initiatives can take at least a full sales cycle to reach full adoption and have visible impact on revenue numbers. If you’re looking to supplement your strategy with something that can affect revenue as soon as this quarter, consider launching a qualification update or reinforcement initiative.
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Categories: CRO Best Practices | Sales Kickoff | Sales Leadership
The sales kickoff is often one of the biggest investments of the year. The event not only requires budget, it also takes a large share of resources in terms of time and commitment from your go-to-market and enablement teams. That also means our focus is largely on planning and executing the event - but what happens after the SKO? As your teams wrap up the event and start focusing on revenue-driving activities, do you have a plan to ensure that you can drive clear return for this investment in a way that is relevant to your company's top priorities and revenue goals for the year? Force Management has worked with hundreds of organizations to help them execute sales kickoffs that advance their strategic revenue goals. Today, we're calling on insights from three of our veteran facilitators who design, plan and lead kickoff training events that get results. Here are the leadership actions after the sales kickoff that they've seen drive positive business outcomes.
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Categories: Sales Leadership
As we wrap up another year, it's time to reflect on the resources that have resonated most with our sales leadership community. From actionable strategies to insightful discussions, these pieces have provided valuable guidance to help leaders navigate the complexities of sales leadership. Check out our top visited resources of 2024.
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Categories: Front-line Managers | Sales Leadership | Sales Process
The team at Force Management loves sales. We love salespeople. We know elite sellers when we see them, and we're thankful for the ones who get it. In the spirit of Thanksgiving, we're sharing a little gratitude with five things we are thankful for in any sales organization:
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Categories: Podcasts | Sales Kickoff | Sales Leadership
Scot Loeffler knows a thing or two about leadership. He knows about leading a change initiative, getting the most out of high performers, and what it takes to be elite. Scot has worked with some of the most recognizable names in college and pro football as a quarterbacks coach or coordinator. In 2018, he became Head Coach at Bowling Green State University (BGSU) and began the task of turning their football program around. Recently, Coach Loeffler sat down with John Kaplan and John McMahon on the Revenue Builders Podcast to share his experiences and insights on leadership. In a candid discussion, Scot and the hosts break down the strategies he leveraged to engineer a new era of success for BGSU football and how the same tenets apply for leaders of any high-performance team.
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Categories: Podcasts | Sales Kickoff | Sales Leadership
Force Management Co-Founder John Kaplan and five-time CRO John McMahon recently had an in-depth discussion on the Revenue Builders Podcast about sales kickoffs. Combining their years of experience, they hashed out what works and what doesn't when it comes to planning and leading a kickoff event as a revenue leader. Listen to the full podcast conversation here. Today, we're sharing the top leadership tactics that Kaplan and McMahon have seen make a successful SKO that drives productivity, revenue and valuation. Keep reading for four things that all the best SKOs do.
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