Each week I get to talk to, work with, and study world-class CROs / Sales Leaders from hyper-growth SaaS companies 🚀 that are crushing it—and frankly, some that are struggling to keep up.
What’s the difference between the best and the rest?
In short, OPERATIONAL EXCELLENCE.
World-class leaders of high-performance sales teams strive for operational excellence—and the ones that are struggling to keep up just wing it and hope for the best.
Trying to build a high-performance #sales engine is like trying to build any high performance machine.
There’s a lot of complexity, a lot of moving parts, and a lot of issues that need to be addressed to get the sales engine firing on all cylinders.
Where to start?
Focus on the high-leverage point: the “Execution Layer.”
Codify those critical few interactions between FLMs/ICs that take place (or should be taking place) on a weekly basis.
Implement a consistent operational rhythm/cadence for FLMs modeled after best in class—then teach the skills required to operate the system that powers the machine.
Focus on putting the learning and reinforcement infrastructure / foundation in place with FLMs first, to ensure that any/all IC training sticks.