Podcast episode
How to Build a Sales Team That Manages Itself | Tara DiCristo-Schmitt
30 Minutes to President's Club20 Aug 202634 min
Description
Tara DiCristo-Schmitt breaks down the tactical sales leadership systems she uses to build predictable pipeline, coach reps, and create a culture of accountability. Learn how to inspect rep calendars, run better pipeline reviews, and catch performance problems before they hit quota. 📅 Eliminate calendar white space: Review reps’ calendars weekly and build two weeks ahead with net-new meetings, referrals, target accounts, and prospecting blocks so cancellations don't kill pipeline. 📊 Track “Days Without” key activities: Identify the leading indicator that drives revenue, then track how many days reps go without it to trigger coaching before performance slips. 🔍 Make pipeline reviews teach discovery: Ask the same qualification questions every week so reps learn exactly what they need to uncover from buyers and stop filling gaps with assumptions. You're one step closer to President's Club! 📱 Connect with Tara on LinkedIn! 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today
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could look you in the eye and say, I really didn't do anything this week to add any new pipeline to the business. And that's when the rep and the manager and the director have the aha moment. And they say, well, what do I do now? And then you start “walking them through who else can refer to you? Who can you meet with that can refer to you?” What customers can you have pre-planned? What targets? Can't always go that well, though. You got to have the rep that gets mad. I mean, they can't all be like, Oh TD, thank you so much for blessing me with your introspection and inspection.
to add any new pipeline to the business. And that's when the rep and the manager and the director have the aha moment. And they say, well, what do I do now? And then you start walking them through who else can refer to you? Who can you meet with that can refer to you? “What customers can you have pre-planned?” Can't always go that well, though. You got to have the rep that gets mad. I mean, they can't all be like, Oh TD, thank you so much for blessing me with your introspection and inspection. Fair, fair, fair, fair. So I'll tell you. Okay. So I'll give you, you want a real story?
So here's the question they're asking the buyer, what inspired you to connect with me today? Then I'm asking, okay, so tell me what business objective are they trying to solve? And typically in the beginning I'll get an answer, like oh, they need ABC feature. “I want to know the business objective” that they're trying to resolve. So and then I say, it doesn't sound like you know that, so let's go back and find that out and then you can bring this deal back to me. So I'll stop them in the very beginning if they don't know. If they do have the answer to the business objective,
What I've never done is say, Hey, let's get your white space and look at it. And what can we feel it with? That would be super productive. And I think that just modeling that and showing somebody how to do that and being consistent over week over week of like, these are the things that I had prospecting, prospecting, do your cold calling, do this and reps will start to “automatically start to do those things in the white space on their own.” And you get to this place where TD talks about your reps, micromanage themselves, and there's nothing better than a rep that manages them themselves. Yes. So my two were, the first one is let's call them. So you're on your hype review. TD calls it a know your business meeting.
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