Podcast episode
The Daily Habits That Set Top Sales Leaders Apart (Jordan Chavez, Navan)
30 Minutes to President's Club25 Jul 202435 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire. Designate specific days for different tasks - Monday for one-on-ones, Tuesday for outbound, Wednesday and Thursday for deal reviews, and Friday for forecasts. Run outbound days, have reps target top C-level prospects and maintain a 45-day forecast with outreach tasks. PATH TO PRESIDENT’S CLUB Regional Director Mid-Market Sales @ Navan Manager Commercial Sales @ Navan Manager Growth Sales @ Navan Enterprise Account Executive @ Navan RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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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.
We can keep each other mutually accountable. But if you don't want it, then frankly, I don't have time and I don't want to invest my own time in that. To me, you always separate out your deal review, pipeline review, whatever, and your one-on-one. And when you do that, you can be really specific on what the purpose of each one is. “For my deal review, I want people to make sure that their data is correct in the CRM.” I want to make sure that they leave with a list of things to go do on every single deal. And I want to make sure that I'm influencing the neural pathways with which they're thinking about moving deals through the pipeline. That's my purpose in a deal review. In a one-on-one, I have one purpose. I just want to become friends. I want relationship. I could care less if they brought anything to talk about.
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