THE BREAKDOWN
Think your sales team is set up to win? Think again.
Last month, I worked with a company that missed their quarterly quota by 30%. The problem? On paper, they had a solid team. In reality, they were playing a losing game.
Here’s what I found:
Reps were focused on activity, not outcomes.
Lead handoffs were sloppy and unstructured.
No clear ICP - chasing every lead that moved.
THE PLAYBOOK: HOW TO FIX IT
Three steps to turn it around:
Define Your ICP: Get crystal clear on your Ideal Customer Profile. Stop chasing bad leads.
Revamp Your Handoff: Create a structured process between marketing and sales.
Focus on Outcome: Measure and reward results, not just activity metrics.
The Pipeline
Quick hits this week:
Sales Tip: Why follow-ups matter more than you think. They drastically increase conversion rates.
Ops Insight: The cost of keeping underperformers. The biggest cost is the disengagement and turnover of top performers.
Leadership: How to run a productive one-on-one.
They should have a shared, prepared agenda.
Make it employee driven.
Prioritize regular cadence.
Focus on development, not status updates.
Ask open-ended questions.
Document action items.
Create a supportive atomsphere.
The Operator Take
Hard truth: Busy reps don’t always equal closed deals. It’s not about working harder. It’s about working smarter.
Until next time,
