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527 | Burnout and ADHD - with Dr. Nate Page

ADHD reWired

NOTE

Evaluating Enterprise Sales Reps Before Big Wins

  • In enterprise sales, it's essential to evaluate reps based on leading indicators rather than solely closed deals, as the sales cycle can be long (6-9 months).
  • Look for small milestones and assess their performance in early stages.
  • Key indicators include deal progression after initial calls, securing follow-up meetings, and ensuring the qualification of trial customers before expending resources.
  • Evaluate their ability to secure alignment with economic buyers early on and general process and accountability.
  • These early indicators can help determine a rep's quality even before big wins materialize.
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