220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control
Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date
Ask the same 5 questions in deal review - Deal size, deal close date, buyer buy in, next step, and any incentives on the deal. Send the update to your leader for upward transparency
Only have reps forecast deals in pipeline for the month then run the historical math to see what may change both positive or negative
PATH TO PRESIDENT’S CLUB
COO @ Growth Assistant
VP of Sales @ Lattice
Sales Director @ Lattice
VP of Sales @ Appcues
RESOURCES DISCUSSED
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Things you can steal
FOUR ACTIONABLE TAKEAWAYS
Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone.
Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that...
Published 06/17/24
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3"
Consider running team training on Fridays to give reps the weekend to digest and when there are fewer distractions
The mantras of the Monday morning...
Published 06/13/24