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Proven Leadership Frameworks for a High Performing Sales Team with Databricks' VP of Sales

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Proven Leadership Frameworks for a High Performing Sales Team with Databricks' VP of Sales

  1. 1. Proven Leadership Frameworks for a High Performing Sales Team with Databricks’ VP of Sales Heather Akuiyibo VP of Sales Databricks Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  2. 2. 100% YOY Growth To successfully execute, a sales leader needs strong frameworks Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Metrics that Matter
  3. 3. Teamwork Makes the Dreamwork Customer and Partnership Obsessed Own it Let the Data Decide Databricks Company Values Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  4. 4. Curating Culture Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  5. 5. Hiring - AE Scorecard Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. SCORING WEIGHTING Drive/Grit/Character x% Intelligence/Coachability (IQ/EQ) x% Technical Selling Experience x% Consistent Over Performer x% Big Data Selling Experience x% Successful Start-up Experience x% Value Selling/MEDDPICC x% SCORE 100%
  6. 6. Ideal AE Profile Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  7. 7. AE Time Allocation Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  8. 8. Leadership QBR Account Executive QBR All Hands Calls Weekly Forecast Meetings Territory Reviews Deal Reviews Quarterly Cadence For Success Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  9. 9. Celebration Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. AUTOMATED CONSUMPTION SLACK ALERTS BROAD EXPOSURE FOR TEAM WINS
  10. 10. A high growth, high performing sales teams’ success rests on strong frameworks! 1. Values are the guiding star 2. The team develops and iterates together 3. Repeatable Account Executive success comes from clarity and structure My Top Takeaways Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  11. 11. THANK YOU Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.

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