Ray Makela

Ray Makela is CEO and Managing Director at Sales Readiness Group (SRG). He oversees all client engagements as well as serves as a senior facilitator on sales management, coaching, negotiation and sales training workshops. Ray has over 20 years of management, consulting, and sales experience and writes frequently on best practices for coaching and developing sales teams.

Sales Management | Sales Coaching | Sales Leadership

In the sports world, coaches and managers are evaluated on one metric: winning.            In the corporate world, victories are just as important. For sales managers, it’s about winning deals and hitting quotas — and their success rate is scrutinized by executives at the highest levels of the organization.

Sales Training | Sales Coaching | Managing Performance

How often do your well-intentioned sales coaching efforts result in direct pushback or a bit of passive resistance?

Building Relationships | Closing | Complex Sales

"Yes, but I need to meet with the real decision-maker" “I’m stuck with a lower-level contact and they don’t want to give me access to their boss.” “If I go over my contact’s head, I’m afraid I’ll ruin my relationship.” As sales professionals, I’m sure we’ve all had these thoughts go through our minds as we pursue new opportunities. Getting access higher in the organization can certainly be challenging, but insinuating that the person you’re talking with isn't empowered or important enough for your presentation isn't a great way to build trust and rapport. And it’s not a good excuse to give up on the deal either. You need another approach.

Sales Management | Managing the Pipeline

As a sales leader, there’s nothing worse than getting to the end of the quarter and realizing your team will miss their sales goal. But focusing on the bottom-line number – closed deals – is like driving a car by looking in the rear-view mirror. It only tells you what has already happened.

Selling Skills

Willie Sutton, an infamous bank robber, was asked why he robbed banks, and he responded, "Because that's where the money is." So why should you be extra diligent and motivated when prospecting toward the last quarter of a fiscal year? You guessed it because that's where the money is.

Sales Management | Sales Coaching | Managing Performance

Many companies are wrestling with the question about what their future work environment looks like as they emerge from COVID-19 restrictions. Preferences are mixed, but many employees want to keep working from home at least part of the time.