30 Minutes to President's Club | No-Nonsense Sales The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead)
79 snips
Jan 9, 2025 
Eleanor Dorfman, a seasoned sales leader with experience at Retool and Segment, shares her insights on effective sales leadership. She emphasizes the 'no-exception' strategy for building trust and consistency within teams. Eleanor discusses the importance of SPFs for short-term behavior changes, while advocating for robust metrics, including win rates and forecast accuracy. Her approach to customer-first processes aims to minimize disruptions in sales, ultimately enhancing both team accountability and customer experience.
AI Snips
Chapters
Transcript
Episode notes
Balanced KPIs
- Track quota attainment alongside other KPIs like forecast accuracy, AE pipe gen, overall pipe gen, and close rate.
- These create a balanced view of performance and discourage gaming the system.
Closed-Lost Channel
- Create a Slack channel dedicated to closed-lost deals, especially competitive losses.
- Encourage reps to share what they learned and what they could have done differently, fostering a culture of learning.
No Exceptions
- Remove the word "exception" from your vocabulary as a sales leader.
- Exceptions erode trust and create inconsistencies, so set fair rules of engagement (ROEs) and stick to them.