Managing sales teams can be challenging, especially with obstacles such as siloed information and bad habits formed before and during the pandemic. Sales manager training is also often outdated and doesn’t help managers to adapt to current challenges. As a result, they struggle to influence productivity, and sales teams struggle to hit their numbers.

On your podcast, Tommy can share insights on how to help sales teams hit their quotas. He’ll discuss the importance of focusing on frontline sales managers, setting clear KPIs, establishing communication with higher-ups, and giving managers access to simplified and actionable performance data. He’ll also talk about the importance of empowering managers to influence behavior and productivity, and ultimately, enabling them to help their reps win.

Sales managers often struggle with individual rep’s performance management because identifying the root cause of underperformance is a time-consuming and resource-intensive task. This leads to a lack of consistency in how performance is managed and a high reliance on reps bringing issues to managers. Lastly, it is also repetitive issues that affect the team’s productivity, which affects the overall targets and quotas set.

On your podcast, Tommy can discuss a solution for implementing a consistent performance management structure. He’ll explain how to unify performance data, define crucial drivers of outcomes, and set clear expectations for good and bad performance. Additionally, he will address the challenges of using spreadsheets and highlight alternative ways that can provide consistent and reliable data tracking.

When it comes to enabling sales managers, many tools focus on general HR strategies, such as surveying, without taking into account the specific needs of a sales manager. As a result, these tools tend to be ineffective in a revenue organization where the way the team runs is very different, leading to high turnover rates, difficulty meeting quotas, and managers struggling to find time to actually manage sales.

On your podcast, Tommy can share his insights on how to increase employee satisfaction and retention in sales teams. He believes that fulfillment and security are key factors in keeping sales reps in their seats longer and that instead of focusing on short-term happiness, managers should focus on digging deep to understand what each rep needs to perform at their best and feel like a valued member of the team.