Welcome to our first blog post.
This blog will be a place where you can come for direct, instructive, and valuable content on how to effectively manage a sales team. But first, we want to let you know what we’re all about.
We are a team of people passionate about making management better. We have personally managed executives, frontline teams, and everyone in between across a wide range of industries and locations. We know the value a manager can bring to a team, and have also experienced firsthand how hard it is to be a great manager.
We’re focusing on Sales because it plays an absolutely critical role in any revenue-generating organization. The demands on Sales Managers are urgent and the stakes are high: misdiagnosing one problem, neglecting one issue, or overlooking one opportunity may mean missing quota. In any one day, you’re closing the biggest deal of the quarter, barging in on a call, helping a rep manage their pipeline, pushing your team for more prospecting activities, working with Sales Ops on a new dashboard, and delivering an update to your VP, all while running between meetings, 1:1s, and interviews. You’ve got two new reps, one rep on a plan, three reps pacing below goal, and your top rep wants to get into management.
It gets pretty crazy, pretty quickly. We want to help.
In short, we believe:
Managers are critical. You lead on-the-ground teams to execute high-level company strategies and your work directly impacts the bottom line.
Better data makes better managers. To be a great coach, you need to be on top of the flood of information that comes your way every day.
A manager’s time is priceless. Every minute you can divert from administrative tasks (e.g., scouring your CRM for data or refreshing 10 tabs) is hugely impactful time you can spend with your team on the floor, in pitches, or in 1:1’s.
Software can help in this quest. Technology has helped so many people in the workplace. It can help managers too, pushing key information to you when you need it.
New managers shouldn’t reinvent the wheel. They should be empowered to have a positive impact from Day 1, instead of spinning their wheels recreating the same processes, building the same reports, and making easily-avoided mistakes.
Clear structure benefits all. Biases most often rear their heads when our unspoken expectations are not met. Adhering to a clear and consistent standard helps prevent unintended bias that can disproportionately affect underrepresented groups in the workplace.
Our experiences and beliefs motivate us to relentlessly support and empower Sales Managers every step of the way with beautiful, easy-to-use technology.
We’re Pathlight. If you want to learn how we can help your team, or if you’re interested in joining us on this quest, drop us a line.