Podcast episode
Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)
30 Minutes to President's Club11 Apr 202431 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS The best reps never ask the same question twice. Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out of our reps. Ask your reps, “I look forward to seeing how you answer that question.” Listen early, join late. Pre-prep and game planning will save you some time in the long run. PATH TO PRESIDENT’S CLUB Manager, Commercial Sales @ Gong Mid-Market Account Executive @ Gong Senior Commercial Account Executive @ Gong Commercial Account Executive @ Gong RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Want more Gong x 30MPC Content? Check out the Masterclass we filmed. 30MPC Training: 30mpc.com/training
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How many calls does that mean you end up personally being on as a manager? When you think about the different places that you spend your time and how much bandwidth you have to jump on calls? Yeah, the amount in our world, let's just say it's 30, 60, a hundred K. So that's like 30 plus, I want to be involved. 60 plus my boss, Andrew K. We're going to get the director on. “I think that in terms of the volume of calls, it fluctuates a lot, depending” on how many people I'm ramping. We have data internally. We're like a very data-driven company. And obviously our platform is analyzing calls. The best managers have a pretty simple routine. It is listen early, join late. So we're listening to a lot of discovery calls and coaching on that. We're joining those late calls. And it's funny, I asked my team when I joined a late call, like it's a
You have something where it's laptops closed. There was like a scribe involved to tie this thing off. Could you just walk us through how do you run that meeting? Because it sounds like you're doing the least of the talking in that meeting, which is a good thing. Yeah, I'm more or less an observer. We have a topic and I don't surprise them with the topic. “So they will know coming to this meeting at least the day before it's discovery” or it's demo. And we're going to demo and here's what we know about the business. And we're going to launch into a demo flow. Someone will pick someone random. They start as if they're demoing. Let's just say they're demoing me and I'll role play as the prospect. And I'll say, cool, Arman got it. That's a cool feature. Hey, Mark, why is that relevant to my business?