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.
More Subscriber-Only Resources From Our Library
-
Measuring the Financial Impact of Sales Ops
How do you measure a Sales Ops function? How do you calculate what you're really getting from your investments? In this on-demand webinar, learn what other Sales Ops groups are doing to measure and communicate their contributions in dollars and cents.
View This Webinar -
Three Buyers That Don't Buy On Price
If you lower your price, will you have a better chance of winning? Learn how to identify the buyers where additional discounts don't matter...and those that are secretly willing to pay more.
View This Diagnostic -
How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
View This Case Study -
How to Tackle Trade Tariffs
In this insightful conversation, Sean Arnold helps us sort through the issues and understand our options when addressing the latest addition to our list of challenges: trade tariffs.
View This Interview
Why Subscribe?
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this webinar as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges