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2024: The Year Sales Management Woke Up
2024: The Year Sales Management Woke Up
Join Pete Kazanjy in a compelling session that confronts the stark realities faced by today’s sales organizations, illuminated by findings from Atrium’s 'State of Sales Performance Management 2024' report.
Pete will share alarming statistics revealing that 95% of sales organizations acknowledge the critical need to enhance rep performance management, yet a mere 30% are confident in their managers’ abilities to interpret and act upon performance analytics effectively. This presentation will dissect the underlying issues that contribute to this disparity.
He will explore the consequences of inadequate manager enablement, the overreliance on outdated analytics tools, and the systemic failure to align sales strategies with actionable insights.
Additionally, the session will highlight the substantial gap in holding reps accountable, with 63% of organizations emphasizing its importance yet struggling to implement effective measures.
Prepare to confront the hard truths about the inefficacies in current sales management practices.
The report will challenge attendees to rethink their strategies and introduce a suite of actionable solutions aimed at transforming these insights into a robust framework for data-driven management.
This is an essential discussion for leaders ready to move beyond conventional tactics and drive their sales teams towards sustained success through rigorous accountability.
Key Takeaways
Prioritize Performance Management: Focus on improving quota attainment, data interpretation, manager enablement, and tracking of leading indicators, as these are critical areas needing attention in sales organizations.
Address Sales Management Challenges: Enhance sales performance management and enablement to tackle issues like limited manager bandwidth, remote team management, and difficult conversations with sales reps.
Implement Effective Behaviors and Tools: Shift focus towards holding reps accountable, inspecting deals, and coaching, while utilizing tools like CRM reporting and business intelligence platforms to drive sales performance.
Adapt to Organization Size: Recognize that larger organizations face greater complexity in sales management, with mid-sized teams particularly needing better sales performance management and regular oversight.
Leverage Tracking Tools: Utilize performance management tools like call recording and platforms like Atrium to enhance tracking and management of sales rep performance, improving overall sales outcomes.