Every Day Counts in Sales
Randy Seidl
Board Member | CEO | CRO | Executive Recruiter | Sales Community Leader | Advisor | Consulting
Quarterly reviews aren’t enough in today’s fast-moving market.
Your team needs to treat every Friday like month-end and keep the momentum going.
The faster they move, the more predictable the results.
Urgency drives success, and every day counts.
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Tech Sales Insights LIVE
Title: Sales Tips from a Legend
Guest: Scott McNealy , Co-Founder of Curriki
Date: Wednesday, October 2nd
Time: 12PM EST
This episode is sponsored by Sandler . Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.
In Case You Missed It:
Check out our previous episodes at tsi.salescommunity.com
Sponsor Spotlight
The Alexander Group
Evolving Commercial C-suite Leadership Roles
How do you find the right talent that drives top-line revenue, commercial strategy excellence, and profit performance and margin performance? Changes across the C-suite are affecting all industries. The role of the CRO, CCO and COO are changing. How? And what does that mean for you in finding talent or in looking for opportunities yourself?
Kyle Uebelhor, principal at Alexander Group, spoke with Michael Homula, founder at RPM Search Group, to discuss the evolution of these roles and how to define them going forward.
Sandler
Closing Skill Gaps & Boosting Results
We all know every team has those shared challenges (hello, CRM struggles 🙃), but what about the unique hurdles your individual reps face? Addressing both is key to leveling up your team’s performance!
Recommended by LinkedIn
From group training to personalized coaching, there are plenty of ways to bridge those gaps and keep the momentum rolling.
👉 Read the full brief for tips on closing those skill gaps and boosting results HERE
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Selling Is Evolving. Are You?
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Top revenue teams use Humantic's Personality AI to identify early adopters, help their BDRs personalize outreach and enable their AEs with vital customer insights for every deal.
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Randy's Tips to Sell More 👉 Excerpts from Your Go-To Sales Advisor
Developing a Sense of Urgency in Your Teams
What the Idea Is
Developing a sense of urgency in your teams—getting them to act and think like every Friday is month-end, every month-end is quarter-end, and every quarter-end is year-end.
Why It Is Valuable
Quarterly Business Reviews and sales activities from five to fifteen years ago no longer meet the velocity requirements of today’s business. Markets, customer requirements, and macro events are moving too quickly for these old methods. Deals called out in QBRs rarely match the actual deals that drove the numbers. While you may hit the quarterly target, the deals are often different from what was forecasted. Today, half of the business in a quarter is either created in that same quarter or rehashed from a previous one. This makes forecasting highly unpredictable. A high-performance culture with a sense of urgency is essential, and it also improves linearity throughout the quarter.
How It Works
To build a high-performance, urgency-driven culture:
You need to look for specific personality traits and work habits to find people who can thrive in this environment. Profile testing is key (looking for ambition, the will to succeed, and thorough back-channel references). Find people motivated by the mission, not just those looking for a job. Sell them the mission.
Driving Compression with Your Team: A $100k deal closed in the first week of the month has $100k in monthly productivity, while a $100k deal closed in the last week only has $25k of weekly productivity. It’s critical to help your managers and reps understand how important deal compression is. The sooner deals close, the better the overall impact—whether it's moving a deal up by a quarter, a month, a week, or even a day.
Recognizing Urgency: Maintaining urgency requires significant appreciation and recognition. Reward the behaviors you want to see, because sustaining that pace is challenging. Let your team know it’s okay to be uncomfortable, acknowledge the difficulty, and remind them of the mission. Continuously reinforce the vision with radical transparency and honesty about the process.
This is a tagline I live by: Hire right, sleep at night; people matter. Everything hinges on hiring the right people.