Sales Subteams
1 Answer
Marleyna Mohler
Attentive Sr. Director of Inside Sales • May 17
If an account executive is sharing feedback (positive or negative!), here are a few questions you can ask to decide how to incorporate it. 1. Is the feedback specific? To act on feedback, we have to have enough information to properly diagnose the cause. If an AE shares that an account ......Read More
384 Views
1 Answer
Marleyna Mohler
Attentive Sr. Director of Inside Sales • May 17
Be transparent and share the “why”: Each SDR should be able to articulate the purpose of their role, the rationale behind their goals, and the methodology used to calculate key performance indicators (KPIs). While many teams have robust processes to determine these factors, they often fail to pro......Read More
372 Views
2 Answers
It's extremely important to build a network across the sales industry either by joining user groups or reaching out to your peers at other companies and asking for a " coffee chat " to understand how they are tackling the challenges and where they see opportunity. I also belief in asking new star......Read More
569 Views
1 Answer
Marleyna Mohler
Attentive Sr. Director of Inside Sales • May 17
SDR leaders have a plethora of data to work with, but sometimes it is hard to know where to look. A good starting point is to map out your funnel and ensure you have a metric that measures both quantity and quality to determine which steps of the action are below expectations. Take cold callin......Read More
386 Views
2 Answers
First of all have a clear strategy that people can understand and make relevant to their own business unit, try and set clear goals and KPIs you are focusing on for the short term plus the long term outlook over the next 3 years. The next step is to spend time discussing this and answering any qu......Read More
554 Views
2 Answers
Fabio Maglieri
Yext Director Enterprise Sales • March 17
Create excitementy by telling stories that customers can relate to. Use real-life examples and link them to customers' challenges. Make them wanna change the current situation by describing the implications of doing nothing and paint a picture of a better life with your solution. Be optimistic......Read More
399 Views
2 Answers
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
Begin by baselining critical metrics for new seller success. It could be things like: time to first deal, deal velocity, time to pipeline, etc. Then: * Divide new sellers into 'cohorts' * Measure their metrics against more tenured seller cohorts * Understand trends that support or refute y......Read More
575 Views
3 Answers
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
Great question & cross-functional support is paramount to success. My best recommendation: * Find common areas of overlap or shared interest * Align on the outcomes you both want to impact * Setup a 'stand-up' cadence (weekly/bi-weekly) On more extensive efforts, a project manager can be hel......Read More
615 Views
3 Answers
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
Many of the large research firms (ex: Gartner) and other smaller societies exist. They put out interesting reports, whitepapers, and findings that showcase new enablement technology, sales trends, and changes in the learning space. I'd recommend: * Check-out new & topical books * Subscribe ......Read More
520 Views
3 Answers
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
In-office, remote, and virtual training is all part of corporate learning, post-pandemic. Enablers need to think about, and design, learning that is effective across learning environment & geography. For this to be effective and for the skills to translate out into the 'real world', enablers need......Read More
461 Views