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How Gainsight Created a Sales Culture of Accountability, Encouragement, and Coaching with Atrium
How Gainsight Created a Sales Culture of Accountability, Encouragement, and Coaching with Atrium
Every sales manager goes through this: You've got your star players and your strugglers.
It’s a fact of life in the sales world.
Let's be real, nobody enjoys the awkward talks about not hitting the mark. That heart-to-heart where you, as the boss, have to break it down for someone that they're not cutting it? Yeah, not exactly the highlight of anyone’s day.
But, it's one of those tough things you've gotta do.
Here's the thing – a bunch of leaders out there really hate this conversation. So much that they’d rather pretend everything’s fine. They keep their fingers crossed, hoping things will just sort themselves out or maybe the issue will leave on its own and fix itself.
Hate to break it to you: It doesn’t. And that, right there, is the sort of management decision that will cripple your team and dig your company’s grave in the long run.
Slipping into this mind trap is kind of like ignoring the alarm bells. By choosing to look away instead of stepping up, you're overlooking the costs of failing to establish proper accountability between reps and management.
Pete Kazanjy, the Co-Founder and CRO of Atrium, and Jim Murphy, EVP of Global Sales at Gainsight, know this all too well. But they flipped the script. They're coming forward to share how they transformed Gainsight’s team, maintaining a culture of proper accountability between rep and management with the help of Atrium. Join this masterclass to learn of the issues you might be causing (but not realizing it) and how to proactively address and resolve performance issues in your org.
Discussion topics
Individual Underperformance: Are your fully ramped reps making cash or burning cash for your organization?
Organizational Opportunity Cost: How much revenue is your org losing by giving opportunities to reps that have worse conversion rates and lower ASPs?
Team Demoralization: Low performers bring down the team average, demotivate top performers, and decrease healthy competition.
Busted Recruiting: Have you ever tried to recruit a top-performing rep to join a team of low-performing reps? Pro-tip: It’s nearly impossible.
Key Takeaways
Enable Frontline Managers: Reinforce the notion that frontline managers play a crucial role in driving top sales performance. Equip them with the right tools, data, and mindset to affect actual change.
Adopt a Holistic Approach to Management: Integrate coaching, encouragement, and accountability into your overarching sales strategy. Using a broad yet balanced approach is key to achieving stellar sales results.
Set Clear Expectations and Implement Goal-setting: Dedicate time and resources to fostering clarity in expectations and goal-setting. Refer to data to establish realistic goals, and use quality one-on-one coaching sessions to assess progress.