The Qualified Sales Leader: Proven Lessons from a Five Time CRO

When addressing a performance issue, leave your emotions at home. Don’t be biased. Drive down a line of questioning to determine whether this a competence issue or a commitment issue.

I had no idea what I was supposed to do. I knew three things at the time: My compensation plan told me that I maximize my earnings by helping my sales reps sell. The more they sold, the more I’d get paid. Simple.

What questions can you ask to discover more about your potential client?”

Do you have current KPIs you track for the business outcome? Have you built a preliminary cost justification? Have you shared the findings with your Champion? Is your Champion in agreement with each element of the justification? Have you reconfirmed why they need our differentiators in the to-be solution? What price point will you set during your m

What specific differentiators of the competition have been inserted into the criteria? When were their differentiators inserted into the criteria? Who is the competition speaking with that has the power to change the criteria? Are you in control of this deal or is the competition taking control? Why do you think you are in control? Are you prepared

“Figure it out,” he said. “Make the best decision you can with the information you have. And use your gut. Your best instincts. If it turns out you made the wrong decision, change it quickly. Don’t get married to your decisions. Don’t tie your ego to your decisions.”

You can’t just hire people who know sales. For reps to be successful within their target accounts, you have to choose each rep based on whether or not they have the required skillset. You have to place them into the appropriate accounts that match their skills or the player will fail.

wide range of companies in an ICP list meant that some would have more complexity in their processes and organizational structure, making the selling effort longer and more complex. I listed a few different degrees of selling complexity for deliberation: Multiple-stakeholder decision Multi-Level decision Multi-Department decision

Do they have another alternative to solve the pain? Do you know their desired business outcome? Is there an impending event which forces them to solve the pain?