Sep 29 2023 53 mins
In this episode of Revenue Jam, Matt Green is joined by sales leaders Sam McKenna, Jen Allen-Knuth, and Tod Caponi for a monthly session discussing how sales leaders can create weekly wins for their teams. They provide insights on building a positive sales culture, celebrating the right behaviors, delivering effective feedback, and more.
Key Discussion Points:
- Celebrating pipeline versus quality of pipeline (05:13)
- Focusing on the "so what" of your solution for the customer (05:52)
- Not celebrating activities that don't lead to outcomes (08:29)
- Being transparent about losses and learning from them (20:17)
- Giving feedback in a way that elicits self-reflection (27:27)
- Delivering feedback consistently in a 2 by 2 format (29:32)
- Making feedback a natural extension of validation and recognition (37:21)
- Learning from all levels of the organization (39:04)
- Reinforcing positive behaviors tied to company values (43:06)
- Highlighting smaller wins, not just the biggest deals (47:35)