30 Minutes to President's Club | No-Nonsense Sales #513 - How to Coach Sales Reps Using Metrics That Matter | Shaun Crimmins
Oct 20, 2025
Shaun Crimmins, a seasoned sales leader with a track record at HubSpot and Vanta, shares his insights on coaching sales reps effectively using metrics. He emphasizes breaking down revenue goals into manageable weekly behaviors to facilitate success. Shaun also discusses the importance of creating a consistent operating rhythm with regular meetings and reviews. He introduces a three-step coaching framework based on identifying and validating data gaps, urging leaders to prepare thoroughly for one-on-ones to enhance productivity and results.
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Reverse Engineer Sales Math
- Reverse engineer revenue targets into weekly, controllable behaviors for reps to execute.
- Back quota into needed deals, win rates, and weekly opportunity creation so progress is inspectable week-to-week.
Vanta's Inbound-To-Outbound Shift
- At Vanta, shifting from 90% inbound to 50% inbound required explicit weekly behaviors and pipeline math.
- That system drove outbound pipeline attribution and scaled upmarket motion successfully.
Build A Consistent Operating Rhythm
- Create a documented operating rhythm of forecast calls, one-on-ones, and deal inspections to eliminate chaos.
- Use simple deal-inspection questions: why, why not, and why now to quickly surface risks and urgency.