WORKWEEK

Here’s the thing: accountability doesn’t just happen. You have to weave it into the fabric of your team.  One of the first things I did in my last role was to double the 1-to-1s between my sales directors and their teams. Face time ( even over video ) is crucial to keep people accountable for…

The first step in identifying talent, the “I” in IDEAH, is determining intelligence. This isn’t as simple as IQ or standardized testing. Intelligence is demonstrated in the track record of projects, companies, or initiatives in which a potential hire has participated. Ask yourself: You can use their university degree as a signal of intelligence, but…

All great sales leaders do three things very well. They bring out the best in their teams, act decisively, and paint a precise picture of success.  Why are these actions necessary? During one of my recent leadership roles, I knew we were in trouble almost immediately. A good portion, maybe even half, of the team…

Early in my sales career, I exceeded quota through sheer passion, drive and hunger. But the first year I missed my target I felt lost. My efforts weren’t strategically allocated. I came in on “attack mode” every single day but with no plan on where best to spend my time and resources. I realized relying…

As SaaS sales leaders, we aren’t exactly scientists, but in many cases we need to lead with data. With that in mind, it’s valuable to unpack what the science says about Focus: The message is clear: focus is not just a “nice to have” for productivity – it’s a scientifically proven difference maker. Strategically designing…

As we discussed last week, the Eisenhower Matrix is a great tool for identifying tasks that are ideal to handoff. As a rule of thumb, any tasks that are urgent but not important (Quadrant 3), and not reliant on your specific skills, are prime for delegation. For most sales leaders, this includes general administrative tasks,…