30 Minutes to President's Club | No-Nonsense Sales
175 (Lead): Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta)
Nov 16, 2023
In this podcast, renowned CRO Stevie Case shares actionable leadership takeaways including conducting a burn down practice and focusing on what is not working. They discuss the importance of managing a large team and open deals using a spreadsheet, driving sales success through leading metrics and AI, and the significance of coaching and technology for sales reps. They also explore breaking bad habits for sales leaders and discuss Stevie's people-first leadership style.
32:05
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Quick takeaways
- Conducting a daily burn down meeting to discuss the status and next steps of open deals drives urgency and accountability to close deals.
- Sales leaders should focus on addressing misses and targets that are being overlooked, which builds trust and demonstrates commitment to continuous improvement.
Deep dives
Driving Inspection and Urgency with the Burn Down
The first main idea from the podcast is the practice of conducting a burn down at the end of every closing period. This involves holding a 30-minute meeting every morning in which the sales team discusses the status, blockers, and next steps for each open deal. The key is to keep these updates concise, around 30 seconds or less, with a focus on the heart of the matter. The purpose of the burn down is to drive accountability and urgency to close deals.
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