Chapter 1 Flashcards
What’s a healthy sales culture
The set of shared attitudes, values, goals and practices that characterizes and institution or organization.
What’s the framework for regular, successful 1-to-1s?
- Results
- Pipeline
- Activity
Two specific questions to ask in any 1-to-1?
- What fresh opportunities have you identified or created in the past week (month)
- What existing opportunities have you moved forward since we last reviewed your pipeline together?
Three key elements of a productive sales meeting
- Align
- Equip
- Energize the team
Agenda topics of a productive sales meeting
- Personal updates
- Review results and highlight outstanding performance
- Success stories
- Product training
- Best practice sharing
- Strategy brainstorming session
- Sales skill coaching/ training
- Business plan review
- Brief, controlled bitch session
- Actionable takeaways
Two quotes on leadership
- As goes the leader, so goes the organization
2. The level of the team rarely, if ever, exceeds the level of the leader
How to build a high performance culture
- Strong sense of purpose
- Accountability for results relative to goals
- Energy/ celebration
- Peer pressure and direct feedback
The 4R of managing talent
- Right people in right roles
- Retain top producers
- Remediate or replace underperformers
- Recruit the right people
How to coach and mentor people
- Conducting regular, results focused 1:1 meetings
- Removing real obstacles
- Spend time on the field with people (pre-call, post-call)
How to set the standard for effective sales calls
- Share the agenda and get buy-in
- Add value every time
- Probe and listen
- Hold and conversation rather than give a presentation
- Articulate the sales story in a way that is succinct, compelling and customer-issue focused
- Lead the customer
High performers vs. low performers
Be careful not to avoid your high performers or focus too much on underperformers
How to measure performance
Demand accurate, timely, usable reports to monitor results and pipeline
How many people miss quota according to well known stats?
Over two thirds
How much of their quota do over half of all salespeople close?
Less than 40%
How many reps feel their pipeline is accurate?
Only 46%
