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Pivoting To An Efficiency First Sales Org
Pivoting To An Efficiency First Sales Org
Efficiency first.
It's probably the phrase you're hearing the most as a sales leader, sales manager, or sales ops pro.
Your job is not about growth at all costs anymore.
You're required to pivot your entire business to a world where your marketing, sales development, and account executive teams are operating as efficiently as humanly possible.
That means doing more with less.
Efficiency first is a skill many in your role don't have.
Join this masterclass with Pete Kazanjy (CRO & Co-Founder @ Atrium) to learn how you can pivot to an efficiency first sales organization and keep your CEO and board happy.
Discussion topics
How to identify reps who need help and where they need help (like win rate)
How to help your AEs prospect and create their own new business (no more complaining about marketing and sales development's lack of meetings booked)
How to create a fast and health rep ramp, so all of your AEs are as efficient as possible as quickly as possible
Key Takeaways
Monitor your reps’ performance variability: Some variation is normal, but you need standards of excellence for each role. Focusing on your top performers will only get you so far, give your reps the transparency they need to decide if they're going to step up or part ways.
Get your leverage: Beyond driving higher levels of excellence at rep levels, managers can boost efficiency through being more data-driven, broadening spans of control, and automating the tasks that don't require creative problem solving.
Right-sizing your sales org: Look at Will vs. Skill. Skills can be taught, drive is what count most. Once you define which metrics fall into the two categories, the right decisions become less arbitrary and more predictable over time.