You are deep into the first quarter. Do you have a plan to hit your 2018 revenue goal? Every sales leader knows the routine. You crushed last year’s number. Your CEO and board repay you with a new, unrealistic revenue goal. The next 10 months will pass quickly, here are five steps to set you up for success.
Burney Barker, SVP of Worldwide Sales at Gigamon is a transformative global sales leader with success at EMC, Dell, and now Gigamon. With 96%+ of Gigamon’s revenue coming through partners, and Burney coming off the best quarter in the company’s history, I can’t think of a better guest to discuss channel partners.
Each year, many sales leaders face the reality of an increasing target and static headcount. Some are blessed with new products or additional marketing to support the cause. Others are left with the challenge of doing more with less. There are surprisingly simple concepts that can help get more out of your sales team.
Jack Molloy, EVP of Worldwide Sales and Services for Motorola, demonstrates how a worldwide sales leader can transform the sales force of a publicly traded company. Jack has transformed the sales force and generated tremendous growth in shareholder value. Jack is here today to share how he made that transformation happen.
The recent explosion of business intelligence and analytics tools has resulted in organizations measuring everything under the sun. We often find that the problem is not a lack of KPI’s, rather too many KPI’s. For most businesses 5-10 KPI’s is enough to capture the trends, identify areas of opportunity and dig further into those areas. Download the top 10 SaaS Metrics.
Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sales leadership role at Monotype last year, and we join her at the end of one year to discuss her successful transformation of the 100-plus person sales force.
When setting a yearly quota, all too often leadership defers to a top-down approach. Territory potential, industry dynamics, and the skill-set of the sales team are not taken into consideration. Reps get overwhelmed and nothing gets achieved. Here is what Sales leaders should do to ensure their team makes quota in 2018.
JD Miller, the General Manager and Head of Sales for BravoSolution has led four organizations through a successful transformation. Most recently, JD lead the sales and marketing team at BravoSolution through an incredible transformation to generate new logo revenue. He is here today to share how he made a successful exit happen.
Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs you can use to assess their GTM plan to determine the probability of success.
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