How to Make a 10x Impact as a New Sales Leader | Sean Gentry

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1. 18:12

   One of the things that I noticed very early on is especially talking about renewal. So I noticed two things from the leadership side and then the individual contributor rep side. So from the rep side, I noticed that we were starting to talk to renewals one quarter in, “which especially in our segment is too late. People have already made their decisions.” If they were going dark, they had already decided something, four to six months, maybe even prior to that. So the first behavior change I wanted to do was start out forecasting two or three quarters, right? That we were looking in Q1, we were looking to Q3 and even Q4 and starting to forecast

   In Renewal referral timing

2. 19:19

   with the quarters out deals that are going to renew? So the second thing is from a leadership perspective is that the managers had to be expecting this and then inspecting it. So when they were going through their weekly deal reviews, they weren't just talking about the open expansion deals and pipeline. They were starting to pull up their Q3 and Q4 renewals “to say, hey, is there the activity? Are there conversations happening? Is there engagement?” Do we have a champion at this site? And part of the way that I use Cloud and ChatGPT to help is that I started essentially exporting all of our annual renewals in Gong. I would an email sent with every single open renewal. I would throw that into Cloud and it would

   In Renewal referral timing

3. 22:03

   And we're pulling in the Glean agent to Cloud as well. Cloud was able to essentially build out a full web browser for us that we could click through and cycle through and dig into the data. Where it shows us what the AM or the account manager is actually tracking and how they forecasted it. “And if there's discrepancies in what the AI is calling.” So, an AM may call out and say, hey, you know, I've got super biz that is coming up in December. And it all looks good. It's likely, right? It's going to renew. But the AI is telling us, you actually haven't talked to anybody there in the last four months. Their usage is down from 70% to 40%. Maybe they had, you know, a couple of leadership changes and you no longer have a champion there.

   In AI output verification

4. 23:21

   I mean, starting off so early at Outreach, like, you know, you should always, always, always be creating pipeline, like pipeline over everything. This is how I've always thought. And I think that's where most managers come in and they say, hey, I want to tweak how we're doing our phone call blocks. And I want to tweak how we're sending our emails and some of the verbiage in our emails or our voicemails. “And it's easy to, you know, change call scripts and things like that to see if there's going to be an impact.” I had reps come to me and say, hey, like some of the sequences I'm sending out aren't worded the way that I would word them. Right. And I could go through and probably make that rep or two happy by saying, hey, I'm going to reword this for you and send it out.

   In Call-script testing and iteration

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