Coaching Strategies and Call Management Techniques in Sales

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Shadowing to remind yourself and your reps of the basics to spot opportunity areas
• Setting a goal without a "how" is not a real goal, you have to understand how a rep is going to reach the goal while setting them
• Always level with reps before you shadow a call to clarify the role they want you to play on the call & tell them what you hope
• Use "Mr.Potato Head" personalization to ramp reps from generic persona based personalizaiton, to trigger based personalization, to full email personalization

PATH TO PRESIDENT’S CLUB

• Head of Sales @ Pulley
• Senior Manager, New Business Sales @ Lattice
• Director of Sales Development @ Lattice
• Head of Sales Development @ Lattice

RESOURCES DISCUSSED

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• Things you can steal