Halftime Adjustments
What we can do as leaders to reset, refresh and adjust to win the second half.
Happy 1st of July!
We’re officially at the midpoint of this crazy year. And this got me thinking about what we can do as leaders and coaches to reset, refresh and adjust to help our team win the second half.
Championship coaches-in my opinion- are experts at half-time adjustments. In fact, check out this chart showing how Bill Belichick is better at half-time adjustments than anyone else in the NFL. (any surprise TB called him the greatest coach in the history of the NFL?)
Anyway…back to Halftime.
In this week’s edition of Stretch Weekly - we focus on things we can do as leaders with our team to refocus, refresh, recharge, regroup and adjust.
Dan Martell gives us 4 things we can do as leaders to help our teams crush quota
Chorus lays out the blueprint to get out of a sales slump
Anthony Iannarino warns us of treating sales as purely a numbers game
Plus a slew of insightful snippets to put into our game plan the next six months.
And lastly - as always, if you find this newsletter valuable- consider sharing it with someone who might as well 👊.
STRETCH SHARES
4 Ways To Get a New Sales Rep Closing Deals Sooner
Super pertinent for most of us right now, I enjoyed this episode on helping newer reps close more deals. Dan is a master SaaS builder and provides 4 tips to ramp reps quickly.
Filter. Are they motivated? Hear/See what their goals and aspirations are. Do they exude positivity? Do a test project (role play).
Training. Invest in your people. What's the training process like? *Golf Analogy of minor swing adjustments. 😏
Measure. Weekly feedback on metrics and where they are at. Positive peer pressure.
Coaching. 1-1 Every week. Call reviews and feedback. Identify 1 aspect to improve...
The Danger in Treating Sales As a Numbers Game
I loved this article as it correlates to one of my own posts- “Never Mistake Activity For Impact”.
Anthony Iannarino outlines the reasons and justification to focus on both Activity AND effectiveness.
This simple chart above outlines his thinking.
Activity is important, but even more so is a focus on effectiveness.
As a leader - how do you ensure reps are in the “High Activity/High Effectiveness” Quadrant?
How To Get Out of a Sales Slump
Acknowledging that you’re in a slump, and that slumps are a fact of life in the sales industry, is the first step toward beating it. There’s no shame in experiencing a rough period — once you recognize the slump, you can work your way out of it.
Featuring a timely post from Chorus to help us refresh and focus on the second half of the year.
What causes a sales slump
Slumps outside of your control (COVID-19 anyone?)
Slumps you can resolve
For sales managers and for sales reps
Every slump ends
STRETCH VP POST 👇
Straightening Chairs on The Titanic and Chasing Rabbits
Another guest post by mindset and motivation guru Riley Jensen. Riley talks about working towards SMART goals and focusing on things that really matter.
STRETCH SNIPPETS
💪Chorus’s cheat sheet shows how top managers coach their teams and individuals to build a team of quota-crushers.
⏱Richie Norton talks about the “3Gs” of Humility as we enter halftime.
🧐What do growth stage funds ask to see in diligence? Doug Landis shows early stage sales leaders HERE.
🔑75 Key Sales Statistics - that will help you sell smarter in (second half of) 2020.
👊Next Gen SDRs and new adjustments for remote teams from Git Lab’s Shawn Winters [PODCAST].
😳Jason Lemkin delivers a powerful video for self reflection aimed towards future or current VPs of Sales (and how CEOs can tell if we can really do the job).
💤Jeb Blount and Jeff Kahn discuss how sleep can help you deliver better sales presentations. [PODCAST]
🌎Ryan Ohara from LeadIQ breaks down TAM and how to measure it.
📊Databox refreshes us on setting, tracking and achieving monthly sales goals.
🧠 Mindset Matters
Many people want the rewards of hard work, but few are willing to put in the time and the effort. Make time today to take steps toward what you really want to achieve in the future! - Tim Tebow
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.