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.
if there is one, I call it more discovery. So you got intro, discovery, demo, and then you have closing. And so I'm going to organize then my feedback, pluses and minuses in those areas. And I'm going to try to find common threads. “So if there are themes, for example, talking at or the avoidance of questions that could” cross all of these, but I could also just see that, you know, I have a ton of pluses in my intro and discovery, and then my demo is just negatives. That is how I look at it. It's basically the course of a call like that, I'm going to break it by its sections, and then I'm going to look for cross section themes, if that makes sense.
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