These days, it seems like every sales publication has *at least* one article about “culture”, but what does “building a culture” actually mean? Modern sales leaders know that “building a culture” really means 1.) measurable coaching programs, 2.) team-wide visibility, 3.) strategic competitions, and 4.) celebrating wins (big and small). Not-so-coincidentally, these managers are leading the pack when it comes to building healthy pipeline, consistently hitting numbers and reducing employee churn while also increasing quota attainment. In this presentation, we explore: + Tips for using real-time data to increase the effectiveness of 1:1s + The best contests to ignite the competitive spirit on sales floor + KPIs that every sales leader should be tracking to repeatedly hit and exceed revenue targets

5. Setting clear and actionable goals that will move the
needle
Coaching techniques to increase accountability and
consistency
Contests, competitions & incentives that actually
motivate
Agenda
1
2
3

6. Setting clear and
actionable goals that
will move the needle.

7. 1. Set revenue goal -- then
work backwards
2. Define the activities that
impact conversion
3. Create S.M.A.R.T. goals

8. 1. Set revenue goal -- then work
backwards
2. Define the activities that
impact conversion
3. Create S.M.A.R.T. goals

9. 1. Set revenue goal -- then
work backwards
2. Define the activities that
impact conversion
3. Create S.M.A.R.T. goals

10. Per Day

11. All goals & KPI types are
not created equal.
PRO TIP:

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19. Get automated for
max visibility.
PRO TIP:

20. Contests,
competitions &
incentives that
actually motivate.

21. TL;DR:
Contests drive
outcomes.
Only 10-25% of your team is ever
going to appear on a leaderboard.
So get creative!
Did you know?

22. Per Day
“Amazon gift cards are
grandma incentives.”
Mark McWatters, VP of Sales, Ambition

24. Per Day

30. Text WINS to 345345
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