Here are links to the five posts from last week and things to steal for yourself and/or take back to your team. Click through on each title for more [each article has a voiceover as well].
To the articles:
Don’t Ignore High Performers
The insight: Top performers drive a disproportionate share of output but managers don’t give them enough time.
Change this: Time-box your low-performer work. Then use your 1:1s with top reps for real career conversations and work that stretches and challenges them.
Uncapped Sales Commission Is the Only Option
The insight: Caps happen because companies get burned from edge cases. In one HBS study removing accelerators cut revenue 9.5% and profit 8.7%.
Change this: Leave comp uncapped. If outlier deals worry you then define exactly what a house account looks like and cap commissions only on those deals.
Show the Example First
The insight: People learn faster when they see an actual example before theory. Most enablement docs do the opposite.
Change this: Open every playbook or guide with the actual email, question list or template you want used. Move the “why this works” section to the bottom or cut it.
A Fan Is Not a Champion
The insight: Enthusiasm isn’t momentum. Need the prospect to talk about specifics to make it a real deal.
Change this: When a prospect is all agreement and laughs, ask one specific question like “How do you see this getting approved on your end?” If two calls in you still can’t get specifics or access to decision makers then move on.
The Pain Needs to Have a Number
The insight: Prospects rarely walk in with a number for their pain so you have to build it with them. All parts of the customer lifecycle [onboarding, renewals and expansion etc.] depend on it.
Change this: Figure out whether they care most about time, cost or revenue. Then build the math together. For example hours per week × salary = dollars saved.
