Mike Haylon

I like a consistent review of competitive win rates by stage. I think these can serve as early signals to so much: from how your narrative is landing, whether price is wh...

Sales KPIs play a critical role in forecast accuracy, especially in unpredictable markets. Amidst the market turbulence, really the only thing you have are deal execution...

Sales leaders can set KPIs around behaviors we want to see and hold the team accountable to them but top performers will disregard them if they don’t find it is what puts...

As important as any KPI is why the metric is being measured, how you intend to reliably collect and review the data and the frequency you will get together to review the ...

I think any KPI that is not integrated into the quota and comp structure for any AE by and large is misguided. If you want AEs to focus on specific behaviors then build i...

Welcome to the C-Suite. The people in this position have gotten there because they have really valuable perspectives to share and are often right. The best thing you can ...

A clear perspective backed by data and customer examples Brevity while still ensuring substance Creativity in finding solutions that may not align perfectly to only the ...

Over-indexing on trying to look good by manipulating the narrative or masking challenges or flaws. Better to be honest and proactive where there are challenges, especiall...

Demonstrate an absolute commitment to solving problems for your customers and do it even when it feels like no one is watching. People are always talking and sharing exa...

Be clear on your goals and show progress against those week over week. Use that to show the quality of work being done and then be specific on where you're running up aga...