220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)

30 Minutes to President's Club | No-Nonsense Sales

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control
• Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date
• Ask the same 5 questions in deal review - Deal size, deal close date, buyer buy in, next step, and any incentives on the deal. Send the update to your leader for upward transparency
• Only have reps forecast deals in pipeline for the month then run the historical math to see what may change both positive or negative

PATH TO PRESIDENT’S CLUB

• COO @ Growth Assistant
• VP of Sales @ Lattice
• Sales Director @ Lattice
• VP of Sales @ Appcues

RESOURCES DISCUSSED

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• Things you can steal