175 (Lead): Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta)

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update.
• When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten.
• Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do.
• 80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems.

PATH TO PRESIDENT’S CLUB

• CRO @ Vanta
• Founding Partner @ 20SALES
• Founding operator at @ Coalition Postal
• Vice President, Mid-Market Sales @ Twilio

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal