Sales Managers: Don't expect your AEs to cold call if you don't know how to.
This kills me.
Every week, I meet with leaders asking their reps to do more pipegen. Make more calls. Send more emails.
But they never participate with the reps. And they couldn't do it themselves if their lives depended on it.
THIS DOESN'T WORK.
You can't ask your reps to do what you are unwilling or able to do yourself.
If your team is struggling to build pipeline right now, get back to the basics.
→ Do our managers know how to outbound?
→ Do our managers know what good outbound looks and sounds like?
→ Do our managers do outbound with their reps?
→ Do our managers set weekly outbound goals with their reps?
→ Do our managers reverse-engineer the sales math behind every rep's sales goal?
→ Do our managers provide weekly outbound coaching to their reps?
→ Do you, the senior leader, talk to your managers about outbound?
→ Do you, the senior leader, talk about outbound in your all-hands calls?
→ Do you, the senior leader, give public shouts to reps doing well at outbound?
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My friend Garrett Grastion was the top sales manager at Zoom in 2023.
Know what he does every Friday morning? A prospecting power hour with his entire team. And yes, he prospects too during that time.
Don't expect your team to do what your front-line leaders are unwilling or unable to do.
Who's with me here?