248 (Lead) Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room)

ACTIONABLE TAKEAWAYS


Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals.

Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where you can have the biggest impact.

Assess the spacing between sales calls and find opportunities to consolidate steps or reduce gaps to shorten the sales cycle.

Introduce a structured proof of concept (POC) with three defined calls over 14 days, dictating trial activities and clear exit criteria for smoother decision-making.


CHRIS' PATH TO PRESIDENTS CLUB


Head of Commercial @ Common Room

Vice President of Sales @ Metadata

Head of Sales @ Metadata

Sr. Account Executive @ Metadata


RESOURCES DISCUSSED


Things you can steal

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