people
121's and Performance
One-on-one meetings (121s) are crucial for effective performance management and development. Regular 121s help track progress, identify areas for improvement, and align personal objectives with organizational goals. By maintaining consistent and constructive 121s, leaders can ensure that employees are motivated, supported, and aligned with the team's success.
people
Running Effective Sales Meetings
Sales meetings are crucial for building trust, uncovering the prospect's true needs, and qualifying opportunities. By using a structured approach, sales professionals can lead meetings with a clear agenda, ensuring both parties are aligned on goals and expectations. Properly run meetings help in identifying pain points, establishing mutual agreements, and moving the deal forward.
people
Running Effective Sales Meetings
Over half of all companies are leaving millions of dollars on the table. Most organizations rely on the top 20% of sellers to deliver over 50% of their revenue. The ability to accurately measure talent, identify skills gaps, and diagnose growth opportunities adds significant revenue.
playbook
"The Leader's Cookbook"
For leaders, the cookbook should include an equally clear list of to-do items, a list that supports your efforts of building a better team, a better culture, and efficient systems and processes while improving your leadership skills.
process
Strategies for Pipeline Hygiene
As a leader, you should be providing support and helping your team with issues that may occur in the pipeline associated with advancing deals, closing opportunities, early exits, and better decision-making.
playbook
Coaching Client Meetings
One of the best ways to improve your closing rate is by planning and debriefing your sales meetings. Lack of planning becomes a blindspot that hinders our ability to advance opportunities faster and more efficiently.
playbook
Sales Playbooks
A playbook reduces time to self-sufficiency for new hires and increases the effectiveness of existing salespeople. It should be a collaborative effort between the leader and the sales team.
People
Accelerating New Hires Success
If you want a better team, you must learn how to be a better motivator. The leader must understand why people show up for work and tie that reason to your company's mission.
process
Leveraging Enterprise Sales Tools
Selling into large, complex organizations can offer valuable lessons. Leveraging tools for better territory and account planning are key for keeping a steady flow of new business.