From Coaching To KPIs: How Metric-Driven Sales Teams Create Winning Cultures

Guest: Brian Trautschold – Co-Founder at Ambition

Moderator: Scott Barker – Head Of Partnerships at Sales Hacker

These days, it seems like every sales publication has *at least* one article about “culture”, but what does “building a culture” actually mean? Better yet, how can a busy, stretched-thin sales manager in a high-pressure environment create and shift culture while still making sure everyone hits the big numbers?

Successful, modern sales leaders have figured out that “building a culture” really means measurable coaching programs, team-wide visibility, strategic competitions and celebrating wins are a highly-valued centerpiece of their organizations. Not-so-coincidentally, these managers are leading the pack when it comes to building a healthy pipeline, consistently hitting numbers and reducing employee churn while also increasing quota attainment.

What You’ll Learn:

  • Tips for using real-time data to increase the effectiveness of 1:1s
  • Techniques for training new team members to increase time to value
  • The best contests to ignite the competitive spirit on sales floor
  • KPIs that every sales leader should be tracking to repeatedly hit and exceed revenue targets

Watch it here

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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