What can you really do to lift the performance of your sales team?
That's exactly what we discussed with Chris Orlob, who was part of taking Gong from $200K to $200M in ARR.
In the episode, we get into:
- (00:00) - Introduction
- (02:44) - Why quota attainment is down
- (06:06) - Why sales takes longer today
- (08:32) - How do you solve the problem?
- (10:48) - What does good look like?
- (12:56) - Discovery: Understanding the need behind the need
- (17:48) - Mutual action plan
- (20:00) - Understanding intent
- (25:37) - Dealing with finance and other stakholders
- (30:39) - Making the case
- (34:53) - Quota - raise or decrease?
- (39:23) - Q5 deals
References:
Matt Green on
quota attainmentJacco van der Kooij on
Solving underperformanceAnd of course
pclub.io
The Revenue Formula