On-demand webinar
From hoping you hit the number to knowing you will
What you’ll learn :
- The four numbers to hold in your head: next year's growth target, pipeline predictability, manager capability and how much revenue depends on one or two people
- Why only 9% of sales managers show real strength across accountability, coaching and recruiting
- The five-salespeople test that shows whether you have an accountability problem or a clarity problem
- How managers not coaching to a defined process were draining $1,500,000 in revenue from one client
What's covered
Inside the session. Watch a clip, then get the full recording.
Could you say yes, with total confidence, that your team will deliver next year's number? Every company has a sales culture. The only question is whether you designed it or inherited it.
The live poll's biggest answer was dependence on one or two rock star reps, followed by a lack of KPIs and leading indicators. Every answer reflects a leadership decision, not a market condition.
Saban was obsessed with the process, not the championships. Revenue, margin and EBITDA are scoreboards: they measure performance, they don't create it. Leaders create performance, systems create consistency.
A print production company president with terrible turnover wanted a salesperson now. The real problem was no formal sales process and virtually no onboarding. Top talent brought into a broken system doesn't always fix it.
Accountable to what? A milestone-centric sales process with KPIs at each stage, the five-salespeople test, and a client whose coaching gap was costing $1,500,000 in revenue.
Great salespeople close business, great coaches grow people. How structuring one-on-ones turned update meetings into productive ones, and why a manager who only inspects the pipeline is in neutral.
Coachability and will to sell before talent or industry experience. Attract, assess and develop, plus the client who swapped its leadership off-site for an internal manager coaching programme and saw retention rise.
The revenue operating system and its nine key areas, a second poll where activity stood out, and Q&A on objective sales assessments and how to find the gaps in your business.
Resources
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Frequently asked questions
Common Questions
It is intentionally designed, not accidental. Culture is the behaviours leaders consistently reinforce, supported by the right systems and processes. The session focuses on three disciplines that separate organisations that sustain growth: clear accountability standards, high performance coaching and intentional recruiting.
Write down what you believe your sales process is, then ask five salespeople the same question. If you get five different answers, it is usually not an accountability problem but a clarity problem. Accountability begins with people knowing exactly what is expected, why it matters and how success is measured.
Pipeline reviews tell you what happened. Coaching changes what happens next. The session argues that many one-on-ones are really pipeline inspections, and that a manager who only inspects the pipeline is why this year's best rep becomes next year's average rep.
Not without developing them first. Great salespeople close business and great coaches grow people: the skills overlap but are not the same. One client replaced its annual leadership off-site with an internal manager coaching programme, and sales retention went up over the following six months.
Coachability and will to sell, ahead of talent alone or industry experience. The presenters recommend objective, sales-specific assessments over personality tests. SalesStar uses Objective Management Group, which measures 21 core competencies including will to sell, coachability and the figure-it-out factor.
With clarity. Look at the data rather than instinct alone, and make sure you are finding root causes, not measuring symptoms. The session's RevenueOS field guide includes a quick self-assessment across the nine areas of a revenue operating system to help you prioritise.
The next step
Stop running on heroics. Start engineering revenue.
Whichever way you work with us, the same proven Revenue OS runs underneath. Book a growth session and we’ll show you where to start.