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Ray Makela is CEO at the Sales Readiness Group (SRG). He is an author, speaker, and business executive with 25 years of management, consulting, and sales experience. At SRG, Ray oversees all client engagements and the delivery of sales and sales management training programs. He has delivered programs for clients such as Alcon/Novartis, AIG, Sysco, Nielsen, Timken, Follett, Pandora, Ritchie Bros, HERE, Infor, Galderma, and Walmart.

Ray Makela

Making the Pivot from Selling to Sales Management

Panel on Maximizing the Effect of Sales Training—Part 2

ASTD 2014 Panel on Maximizing the Effect of Sales Training—Part 1

Recent research reveals that an overwhelming 77 percent of firms don’t provide adequate coaching to their salespeople. This gap exists despite the fact that the same research shows an effective sales coaching strategy can improve revenue and profit achievement by nearly 20 percent. So why are so many companies still missing the mark when it comes to sales coaching?
Join us for this complimentary webcast as Ray Makela of Sales Readiness Group and Lisa Clark of Qstream share data-driven best practices for implementing a sales coaching program that will help your organization. You will learn to:

Develop a coaching culture and mindset.
Apply a five-step coaching model.
Overcome common sales coaching barriers.
Support managers with real-time data and insights that motivate positive coaching behaviors.


Transforming Winning Sales Managers Into Effective Sales Coaches

High-performing sales managers have a profound impact on a company's bottom-line sales results. But, too often training initiatives focus on salespeople and not a company’s frontline sales management team.
Join us for a highly interactive webinar as David Jacoby and Ray Makela of the Sales Readiness Group share best practices and strategies for creating effective sales management development programs.
During this webinar, attendees will learn how to:

Turn star sales reps into high-performing sales managers.
Identify and address the unique challenges sales managers face.
Implement an effective development program for sales managers.
 


Developing Great Frontline Sales Managers

High-performing sales managers have a profound impact on a company's bottom-line sales results. But too often training initiatives focus on salespeople and not a company’s front-line sales management team.
Join us for an interactive webinar as Norman Behar and Ray Makela of the Sales Readiness Group share best practices and strategies for creating effective sales management development programs.
Attendees will learn to:

Develop a coaching culture and mindset.
Analyze and discuss performance.
Overcome sales coaching challenges.


Turning Sales Managers Into Great Coaches

Companies spend about $20 billion a year on various forms of sales training. Yet many sales leaders report low return on investment from their sales training initiatives. So how can you ensure that your investment in sales training is producing great results?
Join us for this complimentary webcast as Norman Behar and Ray Makela of Sales Readiness Group discuss five essential factors that can help you achieve sustainable success from your investment in sales training programs.
You will learn to:

Motivate your team for training success.
Reinforce training to make new skills lasting habits.
Hold reps accountable for applying new skills.


Maximizing the Effectiveness of Sales Training

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing great results?
Join us for this complimentary webinar as Norman Behar and Ray Makela, managing directors of the Sales Readiness Group, discuss five essential factors that can help you achieve sustainable success from your investment in sales training programs.
Learn how to:

Motivate your team for training success.
Reinforce training to turn new skills into lasting habits.
Hold reps accountable for applying new skills.


Ask any sales manager and they will tell you that managing a sales team is one of the most challenging positions in your company. It is also one of the most important. Research has consistently demonstrated that great frontline sales managers have a significant impact on overall sales performance.
Unfortunately, most frontline sales managers are promoted from the field and have little, if any, management experience. So how can you ensure that your sales organization consistently develops high-performing frontline sales managers who produce results? 
Join Norman Behar and Ray Makela of Sales Readiness Group on Wednesday, October 2, 2013 at 2:00 p.m. EDT (11:00 a.m. PDT) as they share best practices and strategies for developing your frontline sales managers. 
In this highly engaging webinar, you will learn how to:
• Transition your star sales reps into great sales managers.
• Identify unique challenges facing sales managers.
• Recognize key sales management skills and behaviors.
• Apply four critical management abilities to improve sales performance.
• Implement an effective development program.
  

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