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175 (Lead): Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta)
30 Minutes to President's Club | No-Nonsense Sales
How to Sell Your Reps on the Value of a Burn Down
To efficiently manage open deals at the end of the month, a big squad exports Salesforce data to a spreadsheet. They stack rank the deals by size and provide brief updates on their progress during a rapid fire call. Each day, a new column is created for updates. The process, called the lightning round, allows the team to quickly go through the deals in 30 minutes. Closed or pushed deals are removed the next day, and the list starts fresh. Despite some thinking it's busy work, it proves to be an effective strategy.
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