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Building a Top-Performing Sales Team – April 10th, 2025


Building a Top-Performing Sales Team

April 10th, 2025 at 1 PM EST

Build a top-performing sales team FAST. Get the skills, tools,
and training strategies to grow top reps and future leaders.

Building a Top-Performing Sales Team [Webinar]

April 10th, 2025

DEVELOP A SUPERSTAR SALES TEAM

What separates your best reps from the rest? And more importantly, how do you develop more of them?

Join us on April 10th at 1 pm EST to find out what it takes to build a top-performing sales team.

You’ll hear firsthand from Factor 8 Founder, Lauren Bailey, and Sr. AE at Allego, Devyn Blume, as they share the skills, tools, and strategies that drive reps to become top performers. Together, they’ll share the key skills revenue and enablement leaders need to develop high-achieving reps and future sales managers.

You’ll learn the critical skills to:

  • Develop top-performing sales reps
  • Equip your team with the right tools and training
  • Train reps on the must-have skills for long-term success
  • Prepare top reps to become great sales managers

This session is for Revenue & Enablement Leaders who strive to build a high-performing sales team.

Register below!


DEVELOP A SUPERSTAR SALES TEAM

What separates your best reps from the rest? And more importantly, how do you develop more of them?

Join us on April 10th at 1 pm EST to find out what it takes to build a top-performing sales team.

You’ll hear firsthand from Factor 8 Founder, Lauren Bailey, and Sr. AE at Allego, Devyn Blume, as they share the skills, tools, and strategies that drive reps to become top performers. Together, they’ll share the key skills revenue and enablement leaders need to develop high-achieving reps and future sales managers.

You’ll learn the critical skills to:

  • Develop top-performing sales reps
  • Equip your team with the right tools and training
  • Train reps on the must-have skills for long-term success
  • Prepare top reps to become great sales managers

This session is for Revenue & Enablement Leaders who strive to build a high-performing sales team.

Register below!


Meet the Speakers

Lauren Bailey
Lauren Bailey
Founder
Factor 8 & #GirlsClub

Lauren Bailey, known to many as “LB”, is a sales leader, enablement leader, and entrepreneur and founder of 3 successful brands: Factor 8, providing front-line job training for inside sellers and managers, The Sales Bar, a subscription-based virtual sales training platform, and #GirlsClub, a community and development program helping more women earn leadership positions in sales.

Her mission is to change lives by supercharging people’s careers and helping them love coming to work.  When we feel confident and successful at work, everything is better, right? Known on the speaker circuit for her “No B.S.” style and spunk, look for LB to make you laugh, keep things moving quickly, and help you take immediate action with her tactical tips and insights.

Devyn Blume
Devyn Blume
Sr. Account Executive
Allego

Devyn is a Sr. Account Executive at Allego with 8 years of experience in sales, specializing in consultative selling and client relationship management. Throughout her career she has excelled in driving revenue growth, building strong customer partnerships, and leveraging sales technologies to streamline processes.

At Allego, Devyn focuses on delivering innovative sales enablement solutions, helping teams optimize training, onboarding, and content sharing. With expertise spanning multiple industries, she is a trusted advisor to clients seeking to enhance sales performance through technology-driven solutions.

Join Another Webinar

View our live Sales Shot webinar schedule and register for upcoming events below.

VIEW UPCOMING SALES SHOTS

Sales Manager Fears, Fails, and Fixes: Fast Actions to Prevent Burnout & Failure! [Webinar Recording]

Sales Manager Fears, Fails, and Fixes: Fast Actions to Prevent Burnout & Failure!

[Video Recording]

Fast Ways to Help Sales Managers Thrive

Each year we work with hundreds of front-line revenue warriors, and they tell us their secrets (😱). Come learn the 3 Fs of your sales management team:

  • FEARS they have you probably don’t know.
  • FAILS they’re making right now and how to prevent them.
  • FIXES they want from you but aren’t asking for.

Tiny fixes, easy questions, and small investments that will lead to better team performance quickly and PREVENT BURNOUT (LinkedIn recently reported nearly 50% of Sales managers are burnout!)

This session is JAM-PACKED with insights, low-cost/no-cost tips you can enact TODAY, and tactics for helping your sales managers survive the grind, thrive on the job, and get better results!

MUST-WATCH for all Sales Leaders – Sales Directors, Enablement Leaders, and Sales Managers!

Watch the video replay!


Fast Ways to Help Sales Managers Thrive

Each year we work with hundreds of front-line revenue warriors, and they tell us their secrets (😱). Come learn the 3 Fs of your sales management team:

  • FEARS they have you probably don’t know.
  • FAILS they’re making right now and how to prevent them.
  • FIXES they want from you but aren’t asking for.

Tiny fixes, easy questions, and small investments that will lead to better team performance quickly and PREVENT BURNOUT (LinkedIn recently reported nearly 50% of Sales managers are burnout!)

This session is JAM-PACKED with insights, low-cost/no-cost tips you can enact TODAY, and tactics for helping your sales managers survive the grind, thrive on the job, and get better results!

MUST-WATCH for all Sales Leaders – Sales Directors, Enablement Leaders, and Sales Managers!

Watch the video replay!


Why Your Sales Team Isn’t Hitting Quota (And What to Do About It) [Webinar Recording]

Why Your Sales Team Isn’t Hitting Quota (And What to Do About It)

[Video Recording]

Discover the gaps that are stopping your team from hitting quota

If you’re a sales leader who is frustrated trying to figure out why your team isn’t hitting their numbers—or why it feels like you’re constantly putting out fires—this session is for you. 

Lauren Bailey and special guest Lori Richardson are here to help you crack the code on what’s really going on with your reps and managers. This webinar isn’t about fluff—it’s about diving into the hard truth: the skill gaps and missing attributes that are likely dragging down your results.

We’ll share the top strengths and gaps we’ve uncovered from assessing, evaluating, and training thousands of sales teams just like yours—and show you the skills your managers and sellers need to focus on now to turn things around FAST. You’ll have the opportunity to access real data on how your team measures up against the competition and learn where your reps and managers are falling short.

You’ll learn:

  • 3 tough questions you need to ask to expose what’s really going wrong
  • How to determine where your team stacks up against other companies (from skill gaps to coachability)
  • Top strengths and gaps we’ve seen in reps and managers (and the must-have skills to fix them)
  • Why accountability is the secret sauce for improving team performance
  • Will vs. skill: how to make sure you’re keeping/retaining the right people

This session is all about giving you the data and insights to make smart moves for 2025. Join us if you’re ready to lead with confidence, armed with the facts and a plan to drive results.

BONUS: Get discounted team sales evaluations and access to the Factor 8 Sales Management System to get control of your rep development and enjoy time back in your day.

Watch the video replay!


Discover the gaps that are stopping your team from hitting quota

If you’re a sales leader who is frustrated trying to figure out why your team isn’t hitting their numbers—or why it feels like you’re constantly putting out fires—this session is for you. 

Lauren Bailey and special guest Lori Richardson are here to help you crack the code on what’s really going on with your reps and managers. This webinar isn’t about fluff—it’s about diving into the hard truth: the skill gaps and missing attributes that are likely dragging down your results.

We’ll share the top strengths and gaps we’ve uncovered from assessing, evaluating, and training thousands of sales teams just like yours—and show you the skills your managers and sellers need to focus on now to turn things around FAST. You’ll have the opportunity to access real data on how your team measures up against the competition and learn where your reps and managers are falling short.

You’ll learn:

  • 3 tough questions you need to ask to expose what’s really going wrong
  • How to determine where your team stacks up against other companies (from skill gaps to coachability)
  • Top strengths and gaps we’ve seen in reps and managers (and the must-have skills to fix them)
  • Why accountability is the secret sauce for improving team performance
  • Will vs. skill: how to make sure you’re keeping/retaining the right people

This session is all about giving you the data and insights to make smart moves for 2025. Join us if you’re ready to lead with confidence, armed with the facts and a plan to drive results.

BONUS: Get discounted team sales evaluations and access to the Factor 8 Sales Management System to get control of your rep development and enjoy time back in your day.

Watch the video replay!


Meet the Speakers

Lauren Bailey
Lauren Bailey
Founder
Factor 8 & #GirlsClub

Lauren Bailey, known to many as “LB”, is a sales leader, enablement leader, and entrepreneur and founder of 3 successful brands: Factor 8, providing front-line job training for inside sellers and managers, The Sales Bar, a subscription-based virtual sales training platform, and #GirlsClub, a community and development program helping more women earn leadership positions in sales.

Lori Richardson
Lori Richardson
Founder
Score More Sales

Lori Richardson is a sales process and leadership expert who helps mid-sized company leaders build top sales teams through the right people, processes, pipeline and leadership moves. Lori is a sales coach at Harvard Business School for their MBA students, hosts an award-winning podcast, and is author of “She Sells – Find, Hire, and Retain Great Women in B2B Sales” Founder of Score More Sales, you can find her @scoremoresales on most social platforms.

Join Another Sales Shot

View our live Sales Shot webinar schedule and register for upcoming events below.

VIEW UPCOMING SALES SHOTS

Master Your Sales Team Development and Sales Training Budget [Webinar Recording]

Master Your Sales Team Development and Sales Training Budget

[Video Recording]

5+ Tips to Build Your Sales Training Plan & Budget

Let’s plan for a brighter future for our revenue enablement teams and our sales teams! If you own sales enablement, you won’t want to miss this fast, tactical, and clear advice session with Factor 8 Founder Lauren Bailey.

We’ve collected everything you need for sales training budgeting and sales team development planning. You’ll walk away with 5+ straightforward tips and actions from the pros to help you align with your revenue team faster and better. 

You’ll get access to spending benchmarks, phrases that get sales leaders’ attention, tips on what to measure for sales training ROI, tips to engage sales managers, which skills should be included in your sales training plan, and more!

Watch the video replay!


5+ Tips to Build Your Sales Training Plan & Budget

Let’s plan for a brighter future for our revenue enablement teams and our sales teams! If you own sales enablement, you won’t want to miss this fast, tactical, and clear advice session with Factor 8 Founder Lauren Bailey.

We’ve collected everything you need for sales training budgeting and sales team development planning. You’ll walk away with 5+ straightforward tips and actions from the pros to help you align with your revenue team faster and better. 

You’ll get access to spending benchmarks, phrases that get sales leaders’ attention, tips on what to measure for sales training ROI, tips to engage sales managers, which skills should be included in your sales training plan, and more!

Watch the video replay!


increase sales coaching

, , , ,

Tips for Enablement Leaders to Increase Sales Coaching Focus

This one is for the enablement folks. Truth: I’m an enablement leader in my heart and soul.

I was just talking to an enablement leader friend who was really frustrated that they spent so many months building a robust training program – rolled it out beautifully – and had to hand their baby over to the sales manager to keep those skills alive. Which did not work…

I’m here to tell you why it’s not their fault.

READ: Why You Need a Sales Training and Enablement Budget

I’ve been both an enablement leader and sales manager and can tell you that sales management is the busiest job in the world. We spend the bulk of our day fighting fires and there’s never been a learning emergency.

So if you’re an enablement or training leader and you’d like some tips to get sales managers to coach more often and keep rep skills alive, keep reading.

WATCH: Creating A Coaching Culture

I’ve got 20 tips to help you increase the sales coaching focus at work. Below are my top 3 (get the rest at the bottom of this article).

#1 – Don’t expect them to do more work. As I said previously, sales management is the busiest job in the world. If you want them to coach, you’ve got to fit coaching into their jam-packed schedule. What meetings do sales managers have often? Rep performance 1:1s, pipeline meetings, team meetings, and sales huddles. You’ve got to find ways for your managers to keep rep skills alive during their existing meetings. 

At Factor 8, we’ve built manager toolkits that have activities a sales manager can run during a sales huddle to keep skills alive after training.

#2 – Make it easy. If they need to build a deck, it’s not going to happen. If they need to create a process, it’s not going to happen. If they need to go on a scavenger hunt to find different information for the coaching session, it’s not going to happen. You’ve got to make it fast and easy for managers. 

At Factor 8, we’ve created coaching guides for various rep skills that managers can easily use for skill reinforcement. They combine a cheat sheet of what “good” looks like, which questions to ask during coaching, and a ready-to-use worksheet that coaches both the will and the skill with an easy grading form.

#3 – Most managers don’t know what “coaching” means. Sure, they understand the definition, but they don’t know what it means to actually coach a rep and they definitely don’t know what “good” coaching looks like. That means you get a lot of things like this…

“Hey rep, let’s work on this deal.” You’ve been coached. ✔

“Hey team, what’s the forecast?” You’ve been coached. ✔

“Let me get on this call and help you close it.” You’ve been coached. ✔

Folks, this isn’t coaching. As enablement leaders, we know that.

READ: How to Increase Sales Coaching Frequency

So, in training hundreds of sales managers over the last few years, I’ve learned that it’s a tough skill, it’s not natural for sales managers, and they’re too nervous to do it (though they’ll never admit that last one out loud).

Just put yourself in their shoes. Imagine going to a top player and saying “Let me listen to your call and give you feedback on how to do it better.” Sounds terribly nerve-wracking, right?

That’s why we’ve got to address it and build confidence in their sales coaching, call coaching, and rep skill coaching skills.

If you haven’t taught your managers how to coach to build up their own confidence, it’s probably no surprise that you think they can be doing more coaching.

If you’d like to talk about more specific strategies or a particular issue you’re dealing with in making that connection with sales leadership so they really get behind enablement, I’m here to talk. Email me at LB@factor8.com. 


Want more tips to increase the coaching focus at work?
Download our guide on “20 Ways To Increase Sales Coaching Focus At Work.”

Are you looking for sales training?

Contact us today to request information on our customizable virtual sales training programs
available for reps (and managers).


Sales Enablement Secrets: Building a Manager-First Approach to Empower Your Team

Sales Enablement Secrets: Building A Manager-First Approach To Empower Your Team

[Video Recording]

Strengthening Enablement and Leadership Partnerships

Sales enablement is TOUGH right now for some of us. We’ve lost staff (and friends) and we’re frantically trying to help revenue leaders get results – but they have less time than ever to help us help them. So let’s come together and help each other.

We’re featuring respected sales enablement leaders to crowdsource tips to get those revenue leaders engaged, involved, and ready to partner to get results. You’ll talk away with AT LEAST 10 ideas to try when engaging, aligning, and empowering managers to be your partners in sales training their teams. 

A special focus on: 

  • Communicating with sales leaders
  • Getting buy-in from sales teams
  • Sales enablement tools that help
  • Implementation best practices
  • Showing ROI of sales training
  • Bonus: 15-minute Q&A time with experts in your field!

Watch the video replay!


Strengthening Enablement and Leadership Partnerships

Sales enablement is TOUGH right now for some of us. We’ve lost staff (and friends) and we’re frantically trying to help revenue leaders get results – but they have less time than ever to help us help them. So let’s come together and help each other.

We’re featuring respected sales enablement leaders to crowdsource tips to get those revenue leaders engaged, involved, and ready to partner to get results. You’ll talk away with AT LEAST 10 ideas to try when engaging, aligning, and empowering managers to be your partners in sales training their teams. 

A special focus on: 

  • Communicating with sales leaders
  • Getting buy-in from sales teams
  • Sales enablement tools that help
  • Implementation best practices
  • Showing ROI of sales training
  • Bonus: 15-minute Q&A time with experts in your field!

Watch the video replay!


Meet the Speakers

Lauren Bailey
Lauren Bailey
Founder
Factor 8 & #GirlsClub

Lauren Bailey, known to many as “LB”, is a sales leader, enablement leader, and entrepreneur and founder of 3 successful brands: Factor 8, providing front-line job training for inside sellers and managers, The Sales Bar, a subscription-based virtual sales training platform, and #GirlsClub, a community and development program helping more women earn leadership positions in sales.

Michelle Dotson
Michelle Dotson
Head of GTM Enablement

As Head of GTM Enablement, Michelle ensures all global systems, tools, and programs are successfully in place to educate and enable internal employees, sales reps, systems engineers, partners, and customers on product, process, and everything in between.

Anna Vuong
Anna Vuong
Head of GTM Excellence
Formerly, Zoom

Formerly the Head of GTM Excellence at Zoom, Anna brings over 15 years of experience in Revenue Enablement to this webinar. Passionate about Manager Enablement, she is excited to share insights gained from her background and experience across enabling executive leadership, front line management, and supporting revenue teams. Anna is a seasoned professional dedicated to empowering sales leaders and promoting diversity and inclusion in the workplace as the founder of the Sales Manager Excellence Program at Zoom.

John Utter
John Utter
Revenue Enablement, Americas
LeanIX

With a successful track record in sales and sales management in a variety of industries, John transitioned into sales training/enablement in the late 2000s, leveraging his knowledge and experience to empower emerging talent in the field. His most recent experiences are with international companies seeking to expand their global reach.

Sheryl Buscheck
Sheryl Buscheck
Director, Global Revenue Enablement
Juniper Networks

Sheryl Buscheck is a passionate Enablement leader who has worked in technology for over 30 years, GoToMarket effectiveness for 20 years and Sales Enablement for 10 years. She is dedicated to ensuring every person is equipped to achieve their highest potential, and feels strongly that everything Enablement does should have measurable outcomes.

The Single Best Sales Coaching Questions Ever (& Nerdy Science Stuff to Prove It!) [Webinar Recording]

The Single Best Sales Coaching Questions Ever (& Nerdy Science Stuff to Prove It!)

[Video Recording]

BEST SALES COACHING QUESTIONS YOU’RE NOT ASKING

Supercharge your sales coaching with 6 science-backed questions you’ve never used before!

In 45 minutes, Factor 8 Founder, Lauren Bailey, will show you how to teach anything to anyone and help them remember. We’ll redefine what good training is, and we’ll give you 6 of the most powerful sales coaching questions in the universe – and even explain the nerdy reasons why they work.

In this fun, informative, and interactive session, you’ll learn:

  • Research on how salespeople learn
  • Why your reps forget and repeat old behaviors
  • Why training videos DON’T work 
  • How to teach anything to anyone (and make it stick!)
  • 6 of the best sales coaching questions and their amazing effects
  • & more!

You won’t want to miss this! Great for ALL sales leadership levels, from supervisor to CRO.

Watch the video replay!

BEST SALES COACHING QUESTIONS YOU’RE NOT ASKING

Supercharge your sales coaching with 6 science-backed questions you’ve never used before!

In 45 minutes, Factor 8 Founder, Lauren Bailey, will show you how to teach anything to anyone and help them remember. We’ll redefine what good training is, and we’ll give you 6 of the most powerful sales coaching questions in the universe – and even explain the nerdy reasons why they work.

In this fun, informative, and interactive session, you’ll learn:

  • Research on how salespeople learn
  • Why your reps forget and repeat old behaviors
  • Why training videos DON’T work 
  • How to teach anything to anyone (and make it stick!)
  • 6 of the best sales coaching questions and their amazing effects
  • & more!

You won’t want to miss this! Great for ALL sales leadership levels, from supervisor to CRO.

Watch the video replay!

Sales Enablement Secrets: Actionable Sales Training Tips, Trends, and Advice [Webinar Recording]

Sales Enablement Secrets: Actionable Sales Training Tips, Trends, and Advice

[Video Recording]

TOP SALES TRAINING TIPS FOR ENABLEMENT LEADERS

Partnering with Sales Leaders to onboard and upskill digital (and often remote) sellers may well be the hardest job in the enablement department – and certainly the one with the least thanks!  

Join 25-year sales enablement veteran LB to hear tips on:

  • The fastest way to reduce new rep ramp time
  • Tiny skills that make a BIG difference (we get 2-3x results of past new hire classes)
  • How to engage managers to support training
  • Why videos don’t work (and how to teach sales leaders this)
  • Where AI can (and can’t) help
  • What we have to do now for remote sellers
  • Implementation guides that ensure new skills get used
  • Skills every seller and sales manager needs in 2024

Who should watch this session?

  • Veteran trainers/training leaders that want to better partner with sales
  • Sales leaders who onboard their own teams
  • New sales enablement/trainers that want trends and best practices
  • Sales managers keen to build learning cultures

This webinar was made possible thanks to our sponsor, Uniphore.

Meet “Q for Sales“, an AI-powered Sales Assistant from Uniphore to help you eliminate busy work, coach smarter, and close faster. Learn more here.

Watch the video replay!

TOP SALES TRAINING TIPS FOR ENABLEMENT LEADERS

Partnering with Sales Leaders to onboard and upskill digital (and often remote) sellers may well be the hardest job in the enablement department – and certainly the one with the least thanks!  

Join 25-year sales enablement veteran LB to hear tips on:

  • The fastest way to reduce new rep ramp time
  • Tiny skills that make a BIG difference (we get 2-3x results of past new hire classes)
  • How to engage managers to support training
  • Why videos don’t work (and how to teach sales leaders this)
  • Where AI can (and can’t) help
  • What we have to do now for remote sellers
  • Implementation guides that ensure new skills get used
  • Skills every seller and sales manager needs in 2024

Who should watch this session?

  • Veteran trainers/training leaders that want to better partner with sales
  • Sales leaders who onboard their own teams
  • New sales enablement/trainers that want trends and best practices
  • Sales managers keen to build learning cultures

This webinar was made possible thanks to our sponsor, Uniphore.

Meet “Q for Sales“, an AI-powered Sales Assistant from Uniphore to help you eliminate busy work, coach smarter, and close faster. Learn more here.

Watch the video replay!

How To Develop Sales Managers

, , , ,

How to Develop New Sales Managers

Working with newly-promoted sales managers may be my very favorite thing. Maybe that’s because the pain I remember in their position is still a bit fresh (albeit over 20 years old…)

READ: 5 Quick Tips for New Sales Managers

The transition from rep to manager is tough. It’s also risky for both the company and the new manager. Companies lose top-performing reps and serial high-achievers sign on to feel NOT successful for a good six months. I’ve seen some sad stories of new managers flailing, flat-lining growth, or simply quitting in their first year. It’s sad for the manager and it’s a double loss for the company. They lose a manager AND top performer.

So how do we support and develop new sales managers to help them feel more successful sooner? 

1. Talk in detail about the expectations of the new job.

Top reps are competitive, self-centered, and aggressive (said with love, folks). Margaret Arakawa said it best in a panel once. I paraphrase, “Moving from top rep to manager is like leaving the role of the lead actress on stage to become an executive producer.”

Exactly. 

Successful managers focus on:

    • Developing their team

    • Solving problems

    • Creating atmospheres for motivation

    • Prioritizing work

    • Managing admin to clear selling time for reps

READ: Tips for Mastering Call Coaching

What they don’t do is:

    • Close sales

    • Maintain customer relationships

    • Win contests

    • Count on themselves alone to get the job done

    • Sit in the spotlight

2. Be frank that disappointment is OK

Most new managers talk to me about their utter disappointment in their first year. Not with the job (exclusively) but with their team. They aren’t used to relating to reps who aren’t as dedicated and passionate as they were. Help them see that this is normal and talk about strategies for dealing with the frustration. 

Ultimately the buck stops with them and their success is getting the most consistent and high-level performance from these people. Set some expectations! For example, talk about how a sales manager’s success is judged not just by the number but also by:

    • Reduced time for new hires to hit quota 

    • Percent of the entire team to quota – not just overall percent

    • Reduced attrition

    • Rep promotions

Each of these requires a focus on the people, their success, and their development. Sure we want managers focused on the “W,” but it needs to be a Team W, not their personal commission check. Hearing this advice from a leader they respect can help them focus on the right things early and find new ways to get daily wins.

3. Go beyond HR 

If you’re lucky, managers have access to some generic management skills about communicating with others, approving timecards, giving feedback, etc. Helpful stuff. Not job training. Get them sales management skills like:

    • The management cadence: what meetings they need on their calendar and how often.

    • Time management for sales managers: Which is first? The line at your desk? The upset customer? The request for a report from the boss or the deal discount to close a sale? This skill will make or break a new leader. Prevent burnout before it happens!

    • Translating sales goals and driving sales performance: New managers struggle to get beyond managing activity. Help them learn to translate strategy and the big number into monthly, weekly, and daily activities for reps. 

    • Performance 1:1 meetings: Help managers communicate the goal, the performance to date, motivate reps to succeed, and build relationships with their teams during this meeting.

    • Call coaching: Call coaching isn’t natural behavior for high-achievers. It takes an extreme amount of patience, customer focus, and a set process to be successful. Without skill training on coaching, they’ll either skip it or maybe even demotivate their team. Help teach them to do it right before they wind up a statistic. 

    • Find them a mentor: A mentor becomes a safe space to vent, ask questions they’re afraid to ask their Director, and frankly a lifeline. And if you’ve promoted a woman, work to find her a female mentor. Yes, it does make a difference. #GirlsClub can help here if you’re lacking female sales leadership talent.

DOWNLOAD: Critical New Sales Manager Skills to Master

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