Finishing on Top

Tips, and tactics to build a team of top sales professionals

Photo by Wyron A on Unsplash

Hey there friends -

Short and sweet this week as we finish 2022 and look to plan, prep and build for an amazing year of sales ahead.

In this week’s edition of Stretch Weekly -

• Dan Martell talks through his 4 steps to building a high performance team.

• Will Barron gives us 5 Traits of Top Salespeople

Plus more snippets with top tactics and tips as you lead and build your team next year.

And stay tuned the next few weeks as I mix it up to kick off the new year.

THANKS for reading!!

-Grant

And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.

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STRETCH SHARES

4 Steps to Building a High-Performance Team

Building a top-tier team doesn't have to be complicated says Dan Martell. In this video, he shares four steps to help you do that. He’s hired 1000s of people over the years and tried dozens of strategies to get them to show up for his business with the same enthusiasm he does.

1. Hire and Train. (Invest in your people and they leave? What if you don’t and they stay?)

2. Align Goals. (Does your team member’s vision of their future align with yours?)

3. Learning and Development Plans. (Look for ways to help your team learn and grow)

4. Leadership Ceiling. (No business will grow past the growth of the leader)

Video HERE

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5 Traits of TOP Salespeople

Will Barron, hosts a great podcast for sales professionals. I’ve featured content of his many times, but really liked this one on his 5 traits of TOP salespeople.

1. Refining your sales process

2. Cultivating the right mindset

3. Simplifying

4. The 20 Mile March

5. The Mentor Rule

Full podcast HERE

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STRETCH SNIPPETS

• 🗣Rob Jeppsen’s post on Activity management ≠ Performance Improvement really hit home. Rob states that the easiest trap to fall into as a sales leader is Activity = Results. He says the #1 Role for a sales leader is the development of people. Not the accomplishment of goals.

• 👉 Daniel Disney has been using LinkedIn daily and actively for 10+ years, and has few things he believes we will see (and more importantly how you can leverage them to sell more!)

• 🎯 Jason Lemkin says there are things a great new VP Sales does quickly, even w/o more leads: 1) Close faster. Time = risk. 2) Close bigger. Identify real max deal size. 4) Focus leads. Put best closers on best leads. 5) Upgrade team. Add 1 great closer, drop 1 poor one. These alone = 25%-50%+ more revenue

• 🦄 Check out Quota Signal’s Unicorn Checklist to scaling your sales team to $100M ARR.

• 🎧 Ever get tired of scrolling through hundreds of sales podcast episodes to find the perfect one? Jason Bay curated five Outbound Squad Spotify “starter packs” for your team.

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🧠 Mindset

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Thanks for reading!

My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).

— Grant 👋

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About stretch vp: confessions, learnings, and insights from sales leaders in SaaS

Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.

Are you a VP, Director, thought leader, or content producer in the SaaS space? We’d love to have you contribute. Just reply to this email and I’ll be in touch.

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