1

Donal DalyCEO

The TAS Group

Mike WeinbergPrincipal

The New Business Sales Coach

Nancy NardinPresident

Smart Selling Tools

David BrierleyVP,

EMEA & APJPyramid Analytics

The secrets to maximizing sales performance

What is the most important question for Sales Managers?

1.What is the best cadence for managing my sales business?

2.How can I understand the sales performance KPIs in my business?

3.Can I reduce risk and avoid surprises to make my sales forecast?

4.Are there enough real deals in my pipeline? Where are the risks?

5.QBR: What happened to my forecast/pipeline last quarter?

The Sales Manager’s World

Forecast PipelineClosing Deals Coaching QBREnablementHiring

Closing Deals CoachingEnablement

Forecast

Hiring

QBRPipeline

PRESSURES

• Ambitious Goals• Hard to Hire / Retain• Yield / Head Metrics• Market Guidance• Insights Drive Strategy

GOALS

• Make the Number• Coach the Team• Increase Productivity• Forecast Outcomes• Report to HQ / Exec

The Sales Manager’s World

The Big Questions: Sales Velocity

V

Every Day Every Week

Every Month Every Quarter

Great sales managers have a cadence to their

business

How can I reduce risk and avoid surprises in my forecast (and

still make my number)?

Every Week

Is my pipeline real? Where are the

risks / shortfalls?

Every Month

Planning the QBR: What happened to my forecast /

pipeline last quarter?

Every Quarter

Get the best sales performance, advice and guidance every day with built-in sales management expertise.

Crush your quarter with real-time insights and coaching, visibility into the sales forecast, pipeline and team performance.

NO ANALYTICS NEEDED.

Q&A

15

Donal DalyCEO

The TAS Group

Mike WeinbergPrincipal

The New Business Sales Coach

Nancy NardinPresident

Smart Selling Tools

David BrierleyVP,

EMEA & APJPyramid Analytics

Thanks to our panelists!