Greg Baumann

Great Question! In the 30-60-90 plans that I've created + seen done well, I've noticed a trend that:Month 1 is "identity", meaning becoming a value-add corporate citizen ...

Great question! A big one too…for a startup GTM hire looking to develop and own KPIs, I’d recommend working with leadership to align to the KPIs that are most imperative ...

I stole the idea of “WGLL” from Kevin Dorsey, who works across his leadership structure in sales teams to be maniacally focused on what good looks like, and work backward...

Top performers can distort KPIs that you want to roll across your team. On one hand, sales professionals are able to achieve excellence because they do the right things...

For new-to-role, I'm asking questions to quickly build trust and uncover opportunities. I might say, “What’s your biggest current challenge and how can I specifically hel...

The easiest/obvious answer: help drive revenue! In addition to that, we're looking for early leading indicators for success in the year. In your first 90 days, quick wins...

Very interesting question — and one that brings up a few more! Quota attainment is a KPI that is directly meaningful to a seller—if she can hit her KPI of quota attainm...

KPIs can be over-hyped when they solely focus on action and lack direction. E.g. “make 100 dials” can result in sellers sacrificing quality for quantity, or in the case ...

In your first month as a new B2B SaaS sales leader, focus on listening, learning, and building key relationships across the team(s) -- your directs, your new boss(es) and...

I've encountered a number of helpful communication frameworks, but I don't have a preference and have not adopted one specifically. What I do recommend, however, is tha...