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

  • Preventing Bad Deals Before They Happen

    After-the-fact corrective actions will do little to prevent the bad deals from happening again. Stop treating the symptoms. This diagnostic shows how to identify and correct the underlying root-causes of problems and issues.

    View This Diagnostic
  • How Many B2B Sales Teams Lack Negotiation Skills?

    Recently, we conducted a PulsePoll to better understand the extent to which B2B sales teams were taking steps to develop and maintain skills in negotiation. Explore what we learned in this Research Brief, complete with helpful charts and analysis.

    View This Research
  • How to Improve Your Close Rates

    Trial and error with something as important as your close rates is risky. How do you know which strategies and tactics you should use to improve? In this on-demand training webinar, learn effective strategies and tactics for improving your sales team's ability to win---at scale and with less risk.

    View This Webinar
  • Five Signs You're Missing Sales Opportunities

    Many B2B companies are leaving a full two-thirds of their prospective sales opportunities on the table. Use this self-assessment by Dan McDade to figure-out if you're really getting everything you should.

    View This Diagnostic