220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control

Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date

Ask the same 5 questions in deal review - Deal size, deal close date, buyer buy in, next step, and any incentives on the deal. Send the update to your leader for upward transparency

Only have reps forecast deals in pipeline for the month then run the historical math to see what may change both positive or negative


PATH TO PRESIDENT’S CLUB

COO @ Growth Assistant

VP of Sales @ Lattice

Sales Director @ Lattice

VP of Sales @ Appcues


RESOURCES DISCUSSED

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