ACTIONABLE TAKEAWAYS:
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SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework.
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Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency.
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The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star.
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Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs.
ELEANOR'S PATH TO PRESIDENTS CLUB:
- Head of Sales @ Retool
- Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment
- Global Head of Commercial Renewals and Retention @ Segment
- Head of Customer Success and Solutions engineering @ Clever Inc
RESOURCES DISCUSSED:
