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 what this looks like for Vanta, we close on a monthly basis. The last week of the month, every morning, 30-minute meeting, put all of your open deals in a spreadsheet from the biggest to the smallest by size. And every single AE has to show up for the call. “They tell you status of the deal, any key blockers and the next steps.” It's got to be 30 seconds or less. You're looking for a written update of two sentences, maybe three. The key is get to the heart of the matter and have them present in front of the whole team to make sure they're accountable to get to close. Boom, burning it down. What's number two? Okay, number two, this is a little more leadership focused. This is flip the focus.
So discovery, what we're doing right now is we as a sales leadership team got together. We all did a manual process to score a number of discovery calls. We then compared notes and scores. We refined our methodology. We went through that several times. “We've now built a scorecard where we know exactly what we want to hear on a great discovery call.” 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.
tell me what's happened in each stage, tell me every letter of MedPIC, 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?
in that the five characteristics of activity and other things in addition to just closing ARR that we think make a great rep. The revenue they close is 50% of the score, but then there's like how much of their pipeline is self-sourced? “How many outbound opportunities did they create?” What's their average contract value? So are they driving larger deals because they're talking about the platform story instead of just some point solution messaging? So we quantified those components of what makes a great rep and that's now the gold standard. So yeah, it matters how much ARR you close, but the other things matter too. And I think you can do that with any part of your cycle.
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