30 Minutes to President's Club | No-Nonsense Sales #216 - How to Cover 100 Deals Without Being On Every Single Call (Holly Procter, CRO @ Incredible Health)
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Oct 19, 2023 Holly Procter, CRO @ Incredible Health, shares leadership takeaways on pipeline reviews, prospecting campaigns, and team goal-setting. Learn about managing deals, seller-driven campaigns, accelerating the sales timeline, a solutions-driven approach, flaws in compensation design, and managing the relationship with the CEO or founder.
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Manage Deals with SOE
- Use Sequence of Events (SOE) to manage pipeline reviews by mapping the necessary steps and timelines to close deals.
- This shifts sales reps into project managers to keep deals on track and avoid accidental delays.
Streamline Prospecting Campaigns
- Implement "Prospecting in a Box" campaigns that provide reps with targeted lists, messaging, and sequences to execute prospecting efficiently.
- This leverages proven tactics for the whole team and avoids aimless volume-focused activity.
Set Realistic Confidence Goals
- Use confidence level goal setting by aligning with founders on the realistic confidence of hitting targets.
- Set goals with clear expectations, whether an 80-90% achievable target or a low-confidence stretch goal, to avoid surprise and morale issues.