people
Benchmarking a Team for Success
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.
process
Strategic Coaching
There is no one size fits all coaching model. There are only approaches that have shown to be successful in particular situations. Acting as a coach, the leader must identify each individual's personal success code, and use that code to unlock their potential.
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.
people
Aligning Talent to Strategy
Leaders need to be involved in both strategic planning and team goal setting. Alignment means identifying not only the right short-term tasks but also the right long-term goals, perspectives, and attitudes.
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.