How Do I Coach My Reps with the Scorecard®?
All Classes •
Presented Live: April 4th @ 2pm ET
In this Lead the Deal class, we explore how managers can shrink their rep pipeline reviews by as much as 75% while dramatically improving forecasting accuracy. We explore how to identify challenges and opportunities within each salesperson's approach, show how to reinforce technique and best practices while reviewing deals, and advise on how to apply to new hires during onboarding. We also discuss how to interpret macro scorecard data for each rep, and well as the entire team.
Up Next in All Classes
Class: How Do I Conduct My Perfect Me...
Presented Live: April 13th @ 1pm
Conducting The Perfect Meeting® requires dedication to the 3-close intro, and faithful progression through the 7 named categories. But how do we apply this technique when the meeting is virtual? In this Level 2 class, we leverage our technique by taking full ad...
Class: The 'Company' Question UNPLUGG...
Presented Live: April 18th @ 11am
In this UNPLUGGED class, we investigate in detail the importance of the Company layer in the Perfect Meeting®. Designed to qualify while establishing the Student-Teacher paradigm, we pursue the topics of the customer's customers, products, and competitors. Ea...
Class: How Do I Uncover the 'B' in BANT?
Presented Live: April 25th @ 11am
Uncovering budget is one of the most challenging motions for salespeople, regardless of experience. Determining the prospect's specific ability to purchase is elusive as most customers are reluctant to share these details at even the latest stages of a deal. In ...