TLDR: Everyone tells sales managers to "be the CEO of your business," but nobody actually explains what that means. Sarah Bedwell does, and the gap between what most frontline leaders are doing and what's possible is staggering.

Sales managers have some of the hardest jobs in any go-to-market organization. They're managing seven to ten reps, sitting in on deals, running forecast calls, and still trying to figure out where their number is going to come from. But here's the problem: most of them have never been walked through the actual strategic planning process that turns a territory into a business they can run with confidence. In this episode of The Revenue Insiders, hosts Kelly Lewis and Tiffany Jones sit down with Sarah Bedwell, a seasoned revenue leader and sales enablement consultant with 20 years of experience spanning her time as employee number 70 at Tableau through building go-to-market programs across industries. Sarah breaks down exactly what it means to operate like a CEO of your own sales business, from identifying the go-to-market levers you actually control to building an operational cadence that gets you from spending 15% of your week on deals to 40%. If you manage a sales team or lead people who do, this one is packed with frameworks you can put to work immediately.

In this episode, you'll learn:

Why most sales managers miss quota because they don't understand their own individual ICP at the territory level
The go-to-market levers frontline managers control (and the ones they don't) and why knowing the difference changes everything
How to build an operational cadence that protects your coaching time and eliminates the "booked 6am to 6pm" calendar trap
The delegation framework that got one manager hours back in her week while making her reps stronger closers
What second and third-line leaders should be inspecting to find out if their frontline actually has a plan

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Connect with Sarah Bedwell: https://www.linkedin.com/in/bedwellsarah