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Go Coach or Go Home: Knock Your Revenue Out of the Park

Go Coach or Go Home: Knock Your Revenue Out of the Park

If you’re not coaching your team with data, you’re not winning.

Coaching with data enables you to better diagnose, communicate, and coach floundering under performers and distribute the outcomes of MVPs.

Without methodical coaching, your sales team won’t be properly enabled to hit revenue.

Sales nerd, Pete Kazanjy (CRO & Co-Founder @ Atrium), will give you tactical tips on the exact data you should be looking at, how to interpret it, and how to communicate it with your team for a coaching home run.

Discussion topics

  • Observe and detect problems (on a rep-by-rep basis and across the entire team)

  • Inspect the data and get to the root cause (i.e. what is causing the problem?)

  • Decide what action needs to be taken (i.e. what behavior needs to be coached)

  • Coach your reps through behavior changes

  • Head back to observe and detect. And, do it all again

Key Takeaways

  • Sales managers are your secret weapon - use it: Grab the people who are the bottom, middle of the pack, and shift them up a step. That’s the craft of good management. The top 25% of managers generate 39% more revenue than the bottom 25%...sit with that.

  • Constant deal inspection ain’t it: Data is the way to get leverage on your time as a manager. It’s how you get out of anecdotes - riding along on AE calls, closing reps’ deals are low leverage. By using data to identify the issue, you get a feedback loop - observe, orient, decide, act.

  • Systemize observation, assets in hand: Get good at reading data, identifying root causes, and monitor their effect through trend movements statistically. Probability says a challenge for one rep will likely apply to all of them at some point. That’s where data comes in. If you can identify, solve, and take preventative action on one rep’s issue, you’ve just solved a problem for the whole team.

Resources

  • FREE copies of The Five Secrets of a Sales Coach, Crushing Quota, and "Coffee is for Closers" YETI here

  • Watch the Level Up: Rep 1:1s That Drive Revenue Masterclass recording here

  • Get Your SDR & AE Metric Desk References Laminates here