The Daily Habits That Set Top Sales Leaders Apart (Jordan Chavez, Navan)

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1. 12:20

   Could you talk through what does a week look like for you as a leader? So if you just take an example week, what would be examples of your income activities and when those would happen? And then what would be examples of your equity activities and where would those happen? So I try to create a pretty consistent operating cadence. “It sets good expectations for the reps on my team of what to expect from me.” But it also just makes it easier for me to not have to make that conscious decision of what I'm going to do on a specific day. So for me, that's really broken down. I think of Mondays as my more equity days. So those are days where I'm having internal one on ones. We're talking through personal development with all of my reps.

   In Coaching cadence

2. 15:49

   But I also need to make sure that we're not getting pulled down to the minutiae of specific deals. So really what I like to talk through with, if it does become deal-focused, is more high-level goals. Okay, let's break this out on a quarterly basis or a half basis, depending on my quota. What do you want to achieve this quarter? Great. “Then we know, do we need to drive more pipeline because your pipeline coverage is low?” Or you need to really focus on deal execution because you have a ton of deals that are all sitting in a similar stage, and how do we prioritize those? So that's really where the equity piece comes in, where a lot of reps will want to pull into the income piece. I've heard so many sales leaders talk about the one-on-one is the reps' time, and it's their responsibility to bring stuff.

   In Pipeline coverage math

3. 21:09

   look like to come work for me if I do land that call. By the way, Mark, I do agree with you. And I think the change of location is the biggest piece of getting people to open up personally. So I go take a walk, right? Let's get out of the office. Let's go do a walk around. Let's break bread together. So first question would be, what is your recruiting activity number every week? “A recruiting activity number really lands on high personalization.” So it's going to be a little bit lower volume than just blasting out a bunch of in-mails or repeatable, you know, follow-ups, seeing if they've looked at my first message. So I try to focus on at minimum 45 touches per week. Now that could be a mixture of in-mails, could be a mixture of direct

   In Outbound activity targets

4. 21:14

   And I think the change of location is the biggest piece of getting people to open up personally. So I go take a walk, right? Let's get out of the office. Let's go do a walk around. Let's break bread together. So first question would be, what is your recruiting activity number every week? A recruiting activity number really lands on high personalization. “So it's going to be a little bit lower volume than just blasting out a bunch” of in-mails or repeatable, you know, follow-ups, seeing if they've looked at my first message. So I try to focus on at minimum 45 touches per week. Now that could be a mixture of in-mails, could be a mixture of direct connects, likely not in-mails, but direct connects, calls, texts, and

   In Tier-based coverage

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