From the Front
What, why, and how to lead from the front as a sales leader in SaaS
Tony Robbins talks about the 7 common leadership styles (link in snippets) and how by combining several styles to each scenario can lead to more success as a leader.
So take it from Tony and others here to brush up on specific tactics, tips, and real-life examples of how we can better lead our teams to success.
In this week’s edition of Stretch Weekly -
Ralph Barsi and Kevin Dorsey discuss servant leadership and growing sales. One of the best podcasts you’ll listen to this year…trust me.
Dave Kellogg's minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization
And don’t miss solid snippets on the what, why, and how to lead from the front in your role as a sales leader in SaaS
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
Servant Leadership and Growing Sales
After listening to this episode with, in my opinion, two of the more respected leaders in sales (Ralph Barsi and Kevin Dorsey), I immediately put this into the queue to feature.
Normally when I feature something I write my own synopsis of takeaways, but coincidentally shortly after listening, I happened to see KD's own post on the episode and couldn't have written a more fitting summary. *I did change the title for artistic reasons 😉
In his own words, Kevin says:
Ralph Barsi never fails to inspire me. Ralph is someone who I looked up to in a big way when I was 'coming up in the game' So it was a very fulfilling moment to get him on the Live Better. Sell Better podcast. He. Did. Not disappoint. Just some of the topics we/he covered.
How to establish a true north for yourself and your team.
How to establish an org-wide mission and get rowing in the same direction.
Why success so often can come down to just a simple decision.
Why you need to 'love' your team.
But also how to deliver tough love though when it's needed.
How to move quickly but still be patient in sales.
Goal setting and motivation.
Hiring and Firing.
I mean this man GETS IT! This could be one of my favorite episodes, you have to give it a listen ASAP.
Listen to the full episode HERE
Ten-Point Sales Management Framework for Enterprise SaaS
If you’re in SaaS, you know Dave Kellogg. I read this recent post of his and realized I can add a few ingredients to my sales management formula, so thought it may be helpful to share here as well.
Dave posted what he views as his minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization
These include:
Weekly sheet (track/communicate the forecast and evolution)
Pipeline management rules, with an optional stage matrix
Forecasting rules
Weekly forecast calls
Thrice-quarterly pipeline scrubs
Deal reviews
Hiring profiles
Onboarding program
Quarterly metrics
Gong
STRETCH SNIPPETS
🪜 5 Traits of Leaders at the Top of the Ladder? Tanner Simkins says: Time Management, Being Present & Transparent, Listening, Getting to work early, Looking for learning opportunities.
💪 18 Leadership lessons from Mike Wolff’s 18 years as a sales leader at SalesforceMy favorites: “Coach the Why and not the what” and “Your calendar determines your priorities”
🍀 The leadership and motivational guru Tony Robbins offers 7 common types of leadership styles. He asks which type of leader we are - and combining several styles can often lead to more success.
🖐 The Top 5 Habits of Successful Sales Leaders, according to Kevin Kruse in Forbes: 1 - Giving Feeback, 2 - Weekly One-on-Ones, 3- Coaching conversations, 4- Leveraging Strengths, 5 - Show that you care.
💤 Excellent and pertinent read from Merete Wedell-Wedellsborg on How to Lead When Your Team is Exhausted - and You Are, Too
🧠 Mindset
-Rumi
(shout out Ralph Barsi for the find)
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 👋
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. Contact Me HERE.
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