Podcast episode
Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta)
30 Minutes to President's Club16 Nov 202332 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten. Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do. 80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems. PATH TO PRESIDENT’S CLUB CRO @ Vanta Founding Partner @ 20SALES Founding operator at @ Coalition Postal Vice President, Mid-Market Sales @ Twilio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So, I need this executive ping. That's better than not doing it. But it's actually significantly better if you make the executive connection earlier in the cycle. “And that allows a relationship to build. It puts me in a position to be able to actually help instead of just sending a random email to somebody that has not yet heard of me.” How do you not create a culture of people dependent on executives to close deals? Because we need reps to just close deals. Yeah, absolutely. One aspect of this is that you've got to have your entire leadership team and your entire organization bought in on the importance of this type of engagement in the customer relationship.
And Mark, I shared this with you earlier where there might be a miss and I would be still rah-rah trying to keep my team positive. But that's not the message that needs to go up. Your CEO or your other department leads, they need to know that you understand the problem. “And by doing what you're doing, what you're able to say is we're going to focus on outbound.” And despite the fact that we're doing everything that we're controlling, right, we're closing this gap. But still, this is the place that we need help. By focusing on what you can control, you have the right to say these are the things that we need help with. My question for you is how do you balance this with your reps?
In Strategy
We've built that into our engine, into GONG. So our discovery calls will get automatically scored. And the reps are going to see every time where did you miss, what did you do well, what does great look like, and here's how you measure up. I really think you can start to quantify a lot more that we haven't in the past. Like dials are great and all these. “Those are definitely metrics we lean into, those first leading activity metrics.” We can now quantify quality and score it, and I think that's the next frontier of really driving great outcomes. Uh-oh, I'm on. AI alert, AI alert. Somebody talked about AI. I know, I can't wait. We're totally distracted now with AI.
and I'm going to figure out which one's missing. And ideally, what can happen is it will just show you what's missing, and you can start there instead. In order to do this right today in a sales organization, you need to have a basic sales process set up and a basic framework for coaching a discovery call as a sum of its parts, “which means you probably have a section around agenda,” asking good questions, setting next steps, et cetera. If I wanted to have the starter kit for this type of thing, what does your call coaching starter kit look like that I could eventually feed into a gong or any other call recording platform? Number one, you've got to have some kind of value-based selling framework
And ideally, what can happen is it will just show you what's missing, and you can start there instead. In order to do this right today in a sales organization, you need to have a basic sales process set up and a basic framework for coaching a discovery call as a sum of its parts, which means you probably have a section around agenda, “asking good questions, setting next steps, et cetera.” If I wanted to have the starter kit for this type of thing, what does your call coaching starter kit look like that I could eventually feed into a gong or any other call recording platform? Number one, you've got to have some kind of value-based selling framework that the organization is aligned around. That is one.