Team Performance

Raise the performance of your middle 60% performers by 20% or more

Skills coaching has been shown to raise sales, account management or customer success performance by 19% on average with much higher gains in the middle 60% of the team. However many revenue leaders struggle to find time for skills coaching and are unsure of the skills to focus their coaching efforts.

Team Performance Plays in Practice

Coaching Authentic Email Follow-ups with Bobby Coy

Getting Incentives Right with Ben Robinson

The Plays

Team Performance Insights

Team-Based Learning to Sell Faster

How effectively do you use team-based learning to understand what your buyers value, so you can sell more and sell faster? “We use a weekly ‘test and improve’ session, “says Greg Carder, Vice President of Sales, North America at True Fit. In 2021, True Fit hit its annual sales number in the first few weeks of October — almost a quarter ahead of plan! Greg discusses three ways that their team-based learning helped to drive faster revenue with better sales positioning and sales execution. .

Recruiting for a Top Sales Team

What matters most in building a top sales team – recruiting or skills training? “Sales process, messaging and negotiation are skills that can be taught. Curiosity, coachability and drive – those are more about how someone is wired as a human being and are very difficult to teach,” says Josh Allen, Chief Revenue Officer at Owl Labs. A strong process to recruit for intrinsic characteristics helped Owl Labs build a top sales team in 12 short months. .