Coaching Sales Reps on Using Upfront Contracts

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Split 1:1s and deal reviews — don’t try to combine a professional development chat with a pipeline review!
• Before a pipe review, ensure your reps pre-select the deals they want to review and prepare win strategy docs, mapping out all key external stakeholders.
• Beat up the deals with the so-what train. Keep asking so-what to uncover the implication of the pain — until you don’t have an answer anymore, that’s what you need to find out.
• Two questions to determine if a rep is ready to be a manager: Can they clearly communicate why they’re winning? And are YOU learning from that rep?

PATH TO PRESIDENT’S CLUB

• Director of Enterprise @ 6Sense
• Head of Sales, EMEA @ Outreach
• Director of Strategic Enterprise Sales, EMEA @ Outreach
• Strategic Sales Director, East & EMEA @ Outreach

RESOURCES DISCUSSED

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• Things you can steal