Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only On-Demand Webinar

Already a subscriber? Login

Subscribe and get immediate access to this webinar, full access to our research library, and much more...

Moving the “Meaty Middle”

Boosting the Performance of the Reps Who Make Up the Bulk of Your Sales Team

Understandably, the "superstars" in sales---the salespeople who consistently blast through their targets and set a high bar for everyone else---tend to garner a lot of internal attention. For most Sales Ops teams, however, the primary focus should be on improving the performance of the middle-of-the-road salespeople who comprise the majority of the team. By working to move the "meaty middle" in systemic ways, Sales Ops can produce significant performance improvements that are much more consistent and scalable over time. In this on-demand webinar, you'll learn about:

  • The five primary benefits of focusing on the 60-70% of the sales team that constitutes the "meaty middle".
  • How to measure and monitor the performance of this group of salespeople in credible and actionable ways.
  • The real role the sales superstars should play in your efforts to improve and optimize the overall sales machine.
  • Ten strategies, tactics, and techniques for making your "typical" salespeople more effective and productive.

This webinar is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • How to Prevent Customer Defection

    In this SellingBrew research report, learn how leading B2B companies are protecting their future revenues and profits with innovations in customer retention and defection detection.

    View This Research

  • How to Maximize Cross-Selling and Up-Selling

    Effective cross-selling and up-selling requires operational solutions that only Sales Ops can deliver. In this on-demand webinar, learn how some innovative groups are making happen---efficiently, effectively, and very profitably

    View This Webinar

  • Innovating to Maximize Sales Productivity

    Without adding headcount, how do you pursue a host of new customers while retaining and growing a massive base of existing customers? Learn how one B2B sales organization increased their capacity, productivity and effectiveness…all at the same time.

    View This Case Study

  • How to Retain Your Key Customers

    When you lose business from existing accounts, the sales team must acquire even more new business to compensate. In this on-demand training session, learn about seven innovative strategies leading sales operations are using to minimize revenue attrition and customer defection.

    View This Webinar