The Go-to-Market Levers Your Sales Managers Don't Know They Have w/ Sarah Bedwell

<p><strong>TLDR:</strong> Everyone tells sales managers to &quot;be the CEO of your business,&quot; but nobody actually explains what that means. Sarah Bedwell does, and the gap between what most frontline leaders are doing and what&#39;s possible is staggering.</p><p>Sales managers have some of the hardest jobs in any go-to-market organization. They&#39;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&#39;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.</p><p>In this episode, you&#39;ll learn:</p><ul><li>Why most sales managers miss quota because they don&#39;t understand their own individual ICP at the territory level</li><li>The go-to-market levers frontline managers control (and the ones they don&#39;t) and why knowing the difference changes everything</li><li>How to build an operational cadence that protects your coaching time and eliminates the &quot;booked 6am to 6pm&quot; calendar trap</li><li>The delegation framework that got one manager hours back in her week while making her reps stronger closers</li><li>What second and third-line leaders should be inspecting to find out if their frontline actually has a plan</li></ul><p>Follow The Revenue Insiders wherever you listen and leave us a rating — it helps more GTM professionals find the show.</p><p><strong>Subscribe on Spotify: </strong><a href="https://open.spotify.com/show/1g4cKcEX9pIDnzBxxJzUvL">https://open.spotify.com/show/1g4cKcEX9pIDnzBxxJzUvL</a><strong>Subscribe on Apple Podcasts: </strong><a href="https://podcasts.apple.com/us/podcast/the-revenue-insiders/id1767256445">https://podcasts.apple.com/us/podcast/the-revenue-insiders/id1767256445</a><strong>Watch on YouTube: </strong><a href="https://www.youtube.com/channel/UCNCx_Fge5kxBbKHev1C88Cg">https://www.youtube.com/channel/UCNCx_Fge5kxBbKHev1C88Cg</a><strong>Follow on LinkedIn:</strong> <a href="https://www.linkedin.com/company/the-revenue-insiders">https://www.linkedin.com/company/the-revenue-insiders</a></p><p><strong>Connect with Sarah Bedwell: </strong><a href="https://www.linkedin.com/in/bedwellsarah">https://www.linkedin.com/in/bedwellsarah</a></p>