Sales Readiness

How To Manage Information Flow

Building a system that gets the right information to the right reps at the right time without flooding them with noise.

The Answer
One must-read channel, a weekly digest of 5-7 actionable items, channels by purpose, ruthless archiving, and quarterly surveys. Editorial discipline beats more tools.

Overview

Reps are drowning in information and starving for context.

Managing information flow is an editorial discipline.

The teams that do this well treat the field’s attention as the scarcest resource in the company.

Steps

  1. Map your channels. List every place a rep is expected to look.
  2. Designate one ‘must-read’ channel for the field.
  3. Build a weekly field digest: 5-7 items max.
  4. Use Slack channels by purpose: announcements, wins, questions, competitive.
  5. Set a ‘when to interrupt’ policy.
  6. Archive ruthlessly.
  7. Survey reps quarterly.
Pro Tip
Make the weekly field digest come from sales leadership, not enablement or marketing.
Watch Out
Don’t use Slack as a knowledge base. If it should be referenced again, it goes in a wiki or doc.

Want help implementing this in your org?

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About The Author

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Nate Broome
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Nate Broome
Founder
Nate Broome is known for building high-performing, operationally rigorous sales teams—and for the journey that shaped how he leads them. Starting as a top-performing individual contributor, Nate quickly learned that personal success doesn't scale. His transition into SDR leadership taught him how to coach, create structure, and drive consistency across a team. As a sales leader, he developed a deep appreciation for process, pipeline discipline, and cross-functional alignment. And at the executive level, he's learned that the real leverage comes from setting vision, building leaders, and creating systems that scale beyond any one person.
Along the way, Nate has been mentored by and learned from industry leaders like Manny Medina, Mark Kosoglow, Harish Mohan, and Anna Baird—shaping his perspective on what it takes to build modern, high-performing revenue organizations.
With leadership experience at companies backed by Sequoia, Accel, ICONIQ, Greylock Partners and other top tier firms, Nate has operated across every stage of growth—from early pipeline generation to enterprise-scale revenue operations. He's been described as "process-driven leader who knows how to get big things done" and "a visionary sales leader who always sees 2–3 steps ahead."
A University of Washington alum based in Seattle, Nate founded Tech Sales Coach to pay forward the insights and mentorship that shaped his career—equipping sales leaders at every stage with practical, field-tested coaching to build high-performing teams and evolve into impactful, scalable executives.
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