Transforming Sales Culture and Maximizing Deal Acceleration

ACTIONABLE TAKEAWAYS:

1. Understand Rep Motivation: Identify what drives each rep—money, career growth, or exploration—then get their permission to push them toward that goal, laying the foundation for future coaching.
2. Call Out the Situation First: Before changing a rep’s behavior, acknowledge the dynamic at play so both parties are aligned. This prevents resistance and confusion.
3. Leverage Top Performers: Coach high performers by challenging them to reach the next level and putting them in the spotlight to lead trainings, reinforcing best practices for the team.
4. Coach in Buckets: Break down calls into sections and ensure reps get the fundamentals right before refining their style, making feedback more structured and actionable.

ALEX'S PATH TO PRESIDENT'S CLUB:

• Founder & CEO @ Alluviance
• Director of Sales Commercial @ Outreach
• Director of Sales Corporate @ Outreach
• Territory Account Executive @ Microsoft

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal