Podcast episode
How to Make your Team Prospect with Operating Rhythms and Calendar Invites (Shay Keeler @ CaptivateIQ)
30 Minutes to President's Club21 Dec 202332 min
Description
Shay's Tactic Toolkit: How You Work Questions FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Write down every priority you could work on, then narrow it down to the top 3 and be okay letting things burn. Don’t stop drilling in on those priorities until your team starts to complete your sentences and tattle on themselves. If you wanna get your teams prospecting, set daily expectations, put them in calendar invites in an operating rhythm, then get wildly tactical on how to do it. Use the “How You Work” questions to get to know the human behind the seller and push them to the next level. PATH TO PRESIDENT’S CLUB Senior Director of Commercial Sales @ CaptivateIQ Senior Director of Global Commercial NL Sales @ Outreach Director of Sales, Global New Logo @ Outreach Director of Sales, New Logo @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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and mark you were saying that she's one of the few people that if you actually want to change the behavior and culture on a team you put it in shay's hands and she can actually get reps to do it so let's pick the prospecting example let's say your reps are putting up the zero dial specials every night what do you do to change that behavior over the course of a quarter “so I think it starts with setting a clear expectation so hey the expectation is and” like map it out you need to make 50 dials and they need to be like connected to a prospect you need to add 30 people into a sequence and I want you to have no overdue tasks at the end of every week those would be like really simple basics right and I will literally put in their calendar
zero dial specials every night what do you do to change that behavior over the course of a quarter so I think it starts with setting a clear expectation so hey the expectation is and like map it out you need to make 50 dials and they need to be like connected to a prospect you “need to add 30 people into a sequence and I want you to have no overdue tasks at the end of every” week those would be like really simple basics right and I will literally put in their calendar what they need to do it's like Monday you need to send 10 emails and I will follow up with them and I will check them throughout that process or have my managers do that and so we had what we called
like map it out you need to make 50 dials and they need to be like connected to a prospect you need to add 30 people into a sequence and I want you to have no overdue tasks at the end of every week those would be like really simple basics right and I will literally put in their calendar “what they need to do it's like Monday you need to send 10 emails and I will follow up with them and” I will check them throughout that process or have my managers do that and so we had what we called an operating rhythm at outreach every day there was a certain prospecting expectation it was marked out in the calendar everyone knew what the expectation was and they would get held accountable to it then I think it's once you have that and it's everyone's line it's great you know what
week those would be like really simple basics right and I will literally put in their calendar what they need to do it's like Monday you need to send 10 emails and I will follow up with them and I will check them throughout that process or have my managers do that and so we had what we called “an operating rhythm at outreach every day there was a certain prospecting expectation it was” marked out in the calendar everyone knew what the expectation was and they would get held accountable to it then I think it's once you have that and it's everyone's line it's great you know what I'm expecting of you then the why hey you're never gonna hit your number without prospecting
and so like here's what you need to do here's why this is important to you and get really granular and technical on that and that's where I think people miss it the most no one wants to prospect it's just not the funnest thing for an AE to do it especially when they're used to everything “getting generated from someone else but if you need it to hit your number then you've got to do” it and then I think comes in like the relentless accountability like I don't want to call one of my top reps and ask them like hey why didn't you hit your prospecting dials for the day but I have to do that that's my job as a leader and so I would just pick up the phone hey Mark I'm confused you had two hours here and you what's going on did you get to your quickie dials I already know
In Prospecting
and technical on that and that's where I think people miss it the most no one wants to prospect it's just not the funnest thing for an AE to do it especially when they're used to everything getting generated from someone else but if you need it to hit your number then you've got to do it and then I think comes in like the relentless accountability like I don't want to call one of “my top reps and ask them like hey why didn't you hit your prospecting dials for the day but I have” to do that that's my job as a leader and so I would just pick up the phone hey Mark I'm confused you had two hours here and you what's going on did you get to your quickie dials I already know the answer he's like oh no Shay you know I got super busy okay great so by end of day we can get to 50 completed dials fabulous go and I'll connect it to something about them I know you really want
it and then I think comes in like the relentless accountability like I don't want to call one of my top reps and ask them like hey why didn't you hit your prospecting dials for the day but I have to do that that's my job as a leader and so I would just pick up the phone hey Mark I'm confused you had two hours here and you what's going on did you get to your quickie dials I already know “the answer he's like oh no Shay you know I got super busy okay great so by end of day we can get” to 50 completed dials fabulous go and I'll connect it to something about them I know you really want to buy that house and in order for you to buy that house you need to do this and I like always leave it on a high note and make it about them and then send them on their way and then you know at the end of the day I'm going to check that and I'll put a little note like check Connors metrics and
to do that that's my job as a leader and so I would just pick up the phone hey Mark I'm confused you had two hours here and you what's going on did you get to your quickie dials I already know the answer he's like oh no Shay you know I got super busy okay great so by end of day we can get to 50 completed dials fabulous go and I'll connect it to something about them I know you really want “to buy that house and in order for you to buy that house you need to do this and I like always leave” it on a high note and make it about them and then send them on their way and then you know at the end of the day I'm going to check that and I'll put a little note like check Connors metrics and then I'll go back but Shay I've been selling for a long time and I just don't know if that works for me I feel a little bit like you're micromanaging me well like why don't you just let me kind of do