Modeling Selling Capacity to Unlock Sales Force Success

7 June 2022


Sales managers don’t really manage “sales.” Sales are outcomes, determined by many different inputs and variables – the things that sales managers can in fact manage. Effective managers understand the inputs that determine success, and focus their efforts on influencing the right ones.

This session provides managers with a model for identifying the inputs that determine their sales organization’s productive capacity. Presented by Thryv‘s Ray Bonis, it offers actionable insights that help managers understand where to look for problems when something breaks, and how to fix it. Accounting for both salesperson activity and proficiency, it examines the constituent parts of effective selling, including behaviors, skills, knowledge, and commitment. This approach equips managers with deep insights into performance, a model for communicating that understanding to others in the firm, and a method for prioritizing improvement initiatives.

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