Sales Management in a Downturn

Managing a sales team during times of economic strife requires a full mindset reset.

Your sales team needs to pivot from a "growth first" to "efficiency first" mentality, all while resetting core metrics baselines, and often changing expectations of effort and efficiency for reps, managers, and operations staff.

This 80-slide deck was composed during the weekends of April 4th and 11th in response to economic impacts of the ongoing COVID-19 pandemic.

It covers:

  • Pivoting a sales team from growth-first to efficiency-first.
  • Finding new baselines for your AE and SDR sales motions.
  • Driving higher effort and efficiency in AE and SDR teams. 
  • Improving Managerial and Sales Operational execution. 
  • Right-sizing your sales team, if needed.

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Some example slides:

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