Podcast episode
The Formula For Coaching Your Reps To President's Club (Patricia DuChene @ Postal)
30 Minutes to President's Club9 Nov 202331 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Start & End of Week 15min stand-ups: Start each week by listing out by individual what you are going to accomplish this week, it should be measurable. Breakdown calls into the sum of their parts: intro x discovery x demo x closing, but then coach to the THEMES across the parts. Situation-Behavior-Impact Feedback: Describe the situation (put them back on the scene), remind them of their behavior/what they did, explain the impact of it. Send the 3x3x3 to your CEO every day on Friday: 3 Up for the Week. 3 Down for the Week. 3 for Next Week. PATH TO PRESIDENT’S CLUB CRO @ Postal Senior Vice President of Revenue @ Postal Vice President of Sales @ Postal Vice President of Sales, GM, EMEA & APAC @ Wrike RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
And it really shouldn't be much shorter. The idea here is that you get your entire team in a room, virtual or in person, depending on what your office policy is. And every single person on a Monday morning is going to call their shot. This includes things like activity metrics, calls they want to make for the week, meeting “set, how far they want to progress certain deals.” And ideally they're going to include something along the lines of like, I want to get the decision maker at ABC company to commit to a call. It's called team accountability. So everybody makes their call. It goes into a public space, whether that's a Google doc or some type of like work management software.