Every single sales person on your team should be paired with a sales coach. 

Lets review the stats and you tell me if you are on board….. 

• 90% of companies are behind plan

• <30% of reps are hitting quota

• 300,000 sellers laid off

• Avg tenure of VP Sales <17 months

• Avg tenure of AE <12 months

 Your front line managers are going to be your greatest asset in this race, because typically we put the heavy lift on the reps, but frankly it’s the coach that carries the organization. 

CRO is going to ask the VP for performance, then in return VP is going to task front line managers with making the changes. On the opposite end, reps are grinding and learning, we actually did a study that showed 66% wanted to be coached. The person with the most power is in the middle. 

Front line managers have the reach to improve multiple pipes and really control the output of the sales motion. 

“But Zach I can’t review everything in the pipe this late” – I freaking know. It’s time we stop trying to pull the 24 hour sales marathon and start Q4 strong. 

Every single opportunity that enters the pipe is reviewed. Every single time that opportunity makes a change, we are going to review it again. Our data shows that an opportunity that is reviewed 2.5 times has a 3X higher chance of closing.

“But Zach I have 3 managers and they all have their strengths” – Jesus are we still doing this? You can’t give out tips like they are war stories from uncle Bob. You must operationalize, there needs to be a framework. Look you are already looking for 15 things that make up an opportunity, so lets go through that and apply some organization to it. I recommend – GAP, SPIN, or MEDPICC. 

With the addition of Ai plus fractional sales people being on the rise, the ability to keep control of your sales motion is going to require an increased amount of organization. Tracking activity is no longer an indicator of success and will not translate into accurate forecasting. 

The new wave is going to require being able to rate the quality of the data in the CRM, get the manager involved as soon as the opportunity enters the pipe. Which also gives them a chance to give feedback immediately to improve the deal. 

If you find yourself saying “There is not enough time for all that” – don’t worry, we invented an app to make it easy!