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 | Recruitment & Selection | Managing Performance

What is the most expensive decision you can make as a frontline sales manager? Hands down, it's deciding who you'll bring onto your team as your next sales hire. Let's take the time to figure out what the cost per hire could look like.

Recruitment & Selection | Sales Leadership

The great Resignation. Realignment. Reshuffling. Whatever you call it there is a lot of movement in sales organizations these days. Attracting and retaining talent is top of mind for most sales leaders we’ve talked to in 2022. One great source for sales talent hiring is new and recent college graduates: inexperienced, but bright and highly trainable. They represent the next generation of sales talent that will be entering the workforce.

Sales Management | Sales Training

Do you wonder why the most successful sales leaders in your organization reach their goals every quarter? They focus on ROI when engaging with customers and prospects.

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.