Enabling and Empowering Data-Driven Sales Managers

empowering your sales teams with data

Sales managers are the more important lever when it comes to rep performance - yet they’re consistently under-trained and under-equipped to coach and develop their teams. 

How do you make sure you're giving your sales managers the tools, topics, training, and roadmaps they need to consistently create amazing reps?

Join us in this webinar to see how Justin Beck (Checkr) and Pete Kazanjy (Atrium, MSP) think about what it means to be data-driven, how to best empower and enable sales managers, and what the right data and insights are to take teams from good to great!

Discussion Topics

  • What does it mean for sales managers to be data-driven?

  • How do you think about empowering sales managers to be data-driven?

  • How do you decide which metrics matter?

  • How do you use metrics to coach a team? Ramp a team?

Key Takeaways

  • Get out of the business of being a super rep or pipe inspector, get into the business of managing and coaching by metric!

  • Justin’s framework for using data to improve reps performance:

    • Find your metrics

    • Build out your entire sales process, from the close backwards

    • Set up a metric review cadence with leadership and managers

      • Managers should be weekly, leadership should be monthly

    • Implement a coaching cadence

    • Skill training with enablement

  • The forcing function to make sure sales managers use data: implement the cadences for review!

Resources