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Behind Closed Deals: Unveiling the Secrets of High-Performing Sales Organizations
Behind Closed Deals: Unveiling the Secrets of High-Performing Sales Organizations
Ever wondered how top-performing sales organizations differ from everyone else?
How did they manage to rise above the crowd, create formidable sales teams, and surpass competitors in revenue and retention?
In this masterclass, Pete Kazanjy (Co-Founder and CRO at Atrium) and Jeremey Donovan (EVP of RevOps & Strategy at Insight Partners) revealed the characteristics of top-performing sales organizations and how or what they do differently to others around them.
At Insight Partners, Jeremey and his team support scaling the firm’s portfolio companies, with over $90 billion in assets under Insight's management.
Over 25+ years, Jeremey led revenue strategy, sales strategy, enablement, and marketing at Gartner, SalesLoft, CB Insights, GLG, and AMA (to name a few). He's also a TEDx organizer, speaker, and international bestselling author of five novels.
Now, Jeremey co-hosted this exclusive masterclass with Pete, where they explored the secrets of Insight Partners' portfolio survey–insights that were otherwise inaccessible to the public.
This session was full of learnings you won't find anywhere else.
Discussion topics
Our powerhouse speakers sunk deep into the following topics:
Key Findings from Insight Partners' Portfolio Survey
Characteristics that Define Top-Performing Sales Orgs
What High-Performing Sales Orgs Do Differently from Competitors
Key Takeaways
Gear Up Sales Methodology: The type of sales methodology doesn't matter. Whether it's challenger, medic, or value selling, success stems from rigor and dedication rather than methodology. Emphasize improving customer support, closely watching response times, and resolving cases effectively.
Maximize Comp Plans & Align Goals: Compensation plans are critical for reinforcing company goals among sales representatives. Ensure alignment between the compensation policy and the organizational objectives. Stay away from complex commission plans and maintain simplicity for effectiveness.
Enhance Sales Coaching & Performance: There's a strong need for improvement in aspects such as sales coaching and performance evaluation. The conversation intelligence and call recording coaching methods were particularly highlighted as growth catalysts. Pay close attention to data governance and effective customer data management.