30 Minutes to President's Club | No-Nonsense Sales 220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
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May 23, 2024 John Sherer, Growth Assistant, shares actionable leadership takeaways on pipeline reviews, deal discounts, and deal reviews. He discusses the path to President's Club and shares resources. The podcast covers sales optimization tips, strategies for effective sales leadership, driving deals to close with discounts, managerial approach to deal reviews, and balancing sales manager tasks for team success.
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Pipeline Squeeze
- Conduct bi-weekly pipeline reviews, asking five key questions: deal size, close date, buyer awareness, next step, and incentive.
- Share your screen, take notes in an email, and color-code deal quality (red, yellow, green).
Skip Levels
- Conduct skip-level meetings with every rep each quarter.
- This practice gathers unfiltered information and builds trust for better decision-making.
Career Pathing
- Motivate reps with career growth, not just compensation.
- Tie desired behaviors (e.g., outbound prospecting) directly to career progression.