Sales managers face pressures to meet ambitious goals while hiring and retaining talent. They must focus on forecasting outcomes, coaching their team, and reporting performance to executives. To maximize sales velocity, great sales managers establish cadences to manage their business at an everyday, weekly, monthly, and quarterly level. This includes understanding key performance indicators, identifying pipeline and forecast risks to avoid surprises, and using quarterly business reviews to plan improvements based on prior performance. New technologies promise to provide real-time insights and guidance to help crush quotas through enhanced visibility into forecasts, pipelines, and team results.

1. 1
Donal Daly
CEO
The TAS Group
Mike Weinberg
Principal
The New
Business Sales
Coach
Nancy Nardin
President
Smart Selling
Tools
David Brierley
VP,
EMEA & APJ
Pyramid Analytics
The secrets to maximizing sales
performance

2. 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?

3. The Sales Manager’s World
Forecast PipelineClosing DealsCoaching QBREnablementHiring
Closing DealsCoachingEnablement
Forecast
Hiring
QBRPipeline

4. 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

5. The Big Questions: Sales Velocity
V

6. Every Day Every Week
Every Month Every Quarter
Great sales
managers have a
cadence to their
business

7. 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

14. 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. 15
Donal Daly
CEO
The TAS Group
Mike Weinberg
Principal
The New Business
Sales Coach
Nancy Nardin
President
Smart Selling
Tools
David Brierley
VP,
EMEA & APJ
Pyramid Analytics
Thanks to our panelists!