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

By: Ray Makela
February 21st, 2023

To have the most productive coaching sessions, start with these two elements - the right mindset and powerful questions. Whether you're a seasoned sales coach or just starting, focusing on your mindset and asking the right questions can transform your coaching sessions.  

Sales Management | Managing the Pipeline

By: Ray Makela
February 15th, 2023

We all know how challenging it can be to manage a constantly changing pipeline, but it's essential for reps to stay organized to ensure their opportunities are moving forward. So, how can you ensure that your reps keep their pipeline current? Here are four tips to help them stay on top of their deals.

Sales Management

By: Ray Makela
January 27th, 2023

Front-line Sales Managers often find themselves overwhelmed with responsibilities, leaving little time for important tasks such as coaching their team, conducting training, managing performance, executing a strategy, and even investing in their own skill development. But what's the main cause of their busy schedules? And what can sales managers do to create leverage and reclaim valuable time?

Prospecting | Complex Sales | C-Suite Selling

By: Ray Makela
January 25th, 2023

In these challenging economic times, sales professionals must meet with senior executives and C-Suite leaders who are empowered to make decisions and allocate budgets. When you consider that CXOs are participating in buying decisions 86% more often than they did just 3 years ago, not targeting them is simply not an option. Yet getting access has become exceptionally difficult as more and more stakeholders are now involved in B2B sales.

Closing | Managing Performance | Sales Leadership

By: Ray Makela
January 25th, 2023

Research estimates that about 40% of all sales opportunities end with no decision. The harsh reality of this statistic is that sales professionals could be wasting up to 40% of their time chasing deals that don’t go anywhere. They are essentially pursuing deals where the business need isn’t clear or compelling enough, or there’s not enough urgency for the customer to act. When a customer decides not to do anything to address their current situation, they are maintaining the status quo.

Sales Management | Sales Training

By: Ray Makela
December 27th, 2022

Many organizations invest in sales training initiatives to improve the sales team’s performance, yet these efforts often fail to achieve the desired results. Why does this happen?