Modern Sales Leadership
Modern sales leadership is not just backed by data, it’s proactively guided by data.
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Modern Sales Leadership
Lead With Data not Gut Hunch
Modern sales leaders need to understand individual deals, quarterly forecasts, and team member performance. It’s no longer good enough to work with “gut hunch” assessments and rough heuristics. Leaders need data that tells them, in advance, where there are risks, what deals should be removed from forecast, which team members will likely struggle this quarter, and what the most important next actions are.
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Efficiency is Knowing Where to Focus
Sales leaders have limited time. Knowing which deals and which team members to focus on is crucial in making a difference. Having an autonomous deal intelligence layer to flag high risk, late stage deals is important in guiding where to focus – and where not to. Top leaders, by focusing only on where they can make a difference, are able to make an outsized difference on the teams they lead.
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See Risk with Proactive Alerts
When risks creep into deals, you need to remedy the risks as quickly as possible. Deals that are single-threaded should be engaged more broadly. Deals without access to the right execs on the buying committee might need your exec team involved. The sooner you know, the better your chance of saving the deal. Get real-time alerts when risk is detected and ensure each deal moves forward.
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Coach your Team with Real Data
True high performance happens when every team member is selling to the best of their abilities. That means, as a leader, you need to coach each person on how to become the best salesperson possible. That means understanding which of their many deals could benefit the most from your insights and focusing your coaching efforts on those.
Find your top performers early in the quarter with leading indicators of relationship-building behaviour. Help weaker performers improve by modeling their behaviour on top performers.
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Know Next Steps for Every Deal
Each deal has unique challenges. The challenge of sales leadership is knowing what the next steps are for each deal so they can be moved towards close quickly and efficiently. Nudge’s autonomous deal intelligence identifies the key next steps to move each deal forward so you have a clear path towards success.
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Forecast Accurately with Deal Insights
Great sales leaderships also means building a forecast that the rest of the organization can rely on. Great leaders work to ensure deals that are forecast do not have surprises that would cause them to slip. This can only be done with clear and objective data that highlights risk and uncertainty in each deal. Deals with unresolvable risks can be removed from forecast before there is impact to the business.
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