30 Minutes to President's Club | No-Nonsense Sales 228 (Lead) How to Lead Sales Managers and Address Underperformance (JD Miller, Kantata)
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Jun 27, 2024 
JD Miller, CRO at Kantata, shares strategies on managing managers and diagnosing low performance in sales. Key takeaways include talent pulse meetings, maintaining optimal manager capacity, structured ramp-up processes, and clear reporting on commitments vs. forecasts. Discussions also cover critical thinking skills, new manager training, team performance enhancements, and effective sales management strategies.
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Talent Pulse Meetings
- Conduct monthly frontline manager talent pulse meetings with key stakeholders to review quantitative and qualitative seller data.
- Use these meetings to understand individual rep performance and plan improvements for the next 30 days.
Manage Only 8 Sellers Per Manager
- Limit frontline managers to a maximum of eight sellers for effective coaching and control.
- Spend 4-5 minutes per seller in reviews focusing first on metrics, then on qualitative factors like morale and retention risks.
90-Day Ramp-Up Plan
- Implement a 90-day ramp-up plan for new hires combining just-in-time training with practical tasks.
- Progress from territory familiarization to mock calls then live calls, gradually increasing responsibilities to ensure faster ramping.