Establishing Standards and Balancing Creativity in Sales

FOUR ACTIONABLE TAKEAWAYS:

• Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day.
• Create Rituals That Boost Energy: Host a weekly kickoff meeting to align the team, recognize wins, and run call reviews. Energy is everything—ritualize it.
• Hold Reps to Input Standards: 150 dials per day is the expectation. If reps fall short, diagnose whether it’s a skill, will, or workflow issue and address it head-on.
• Use Your Top Reps as the Spark: Find your believers and get them dialing in public. Team momentum starts with a few people on fire—and then it spreads.

COLIN'S PATH TO PRESIDENT’S CLUB:

• SVP of Revenue, Orum
• VP of Sales, Namely
• Senior Director of Sales, Namely
• Sales Manager, Zocdoc
• Sales Executive, Zocdoc

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• Things you can steal