🔑 leaders playbook

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Workflow monotony kills team performance

Matt Green describes how sales morale rarely crashes overnight yet gradually erodes until teams are disengaged. Reset everything with practical moves that actually work:

1. Check emotional weather

Before you fix activity, check reps morale.

Ask pointed questions igniting friction:

➤ “What’s starting to feel pointless?”

➤ “Where are reps wasting time on?”

➤ “What would you change right now?”

Reps burn out when effort doesn’t progress.

2. Zoom in toward potential

Ignore the big scoreboard for a moment.

Look for signals that effort still pays off:

❖ A single prospect replying to cold emails

❖ One LinkedIn thread from the comments

❖ CMO saying, “Not now, but interesting”

Dissect everything: What channels? What messages?

Micro-wins shows reps the engine continues running.

3. Change result scoreboards

When morale is low, standards feel like punishment.

Track everything reps can directly control from within:

✔ Conversations began

✔ Positive responses

✔ New contacts added

This creates momentum by showing influential progress.

4. Inject valuable constraints

Monotony kills morale faster than rejection.

Shake reps with constraint-based challenges:

✱ “Book a meeting using only LinkedIn voice notes”

✱ “Re-pitch a customer with just 10 words or less”

✱ “Send your prospects a follow-up with no CTA”

These challenges remind how perseverance drive sales.

5. Get along difficult trenches

Leadership titles doesn’t work if morale gets slipping.

➔ Co-write email messages with a rep

➔ Sit-in on live cold call demonstration

➔ Build sequences together on screen

When managers sweat alongside teams, belief returns quicker than any pep talk.

Building revenue teams you actually control

Zach Ramey breaks down five lessons in sales leadership turning his $300K goal into $4M in closed sales revenue within a year. Build effective, consistent sales team in no time:

Let experts do whatever

Hiring more salespeople doesn’t guarantee output.

Two elite performers outproduces six average reps.

✔ Pay accordingly for top talent. Get what you’re paying for

✔ Give them frameworks, but let reps sound like themselves

✔ Avoid “robot scripts”. AI mimic words, but not personality

Example:

BDR reps follows the same playbook, yet reps execute it differently.

Execute team alignment

When departments align, sales revenue multiplies.

➤ Marketing should get tracked: Is it used? Downloaded? Made in calls?

➤ Sales must hold themselves accountable for using project workflows

➤ Leaders should celebrate team wins yet still correcting reps mistakes

Deals are valuable results of multiple hands creating the right experience.

Intention reach for deals

300 prospect dials everyday with no focus is wasted motion.

50 intentional calls to the right contacts is far more powerful.

❖ Every action should have purpose: the right person framed correctly

❖ Unprepared reps when someone answers reveal lack of intentionality

❖ Sales enablement remains critical for reps with value-based precision

This is how the team went from “any set counts” to meaningful conversations that actually closed.

Knowing your obligation

Third-party outbound sinks quality performance.

Changes needed? Bringing everything in-house.

➔ Build motion yourselfs via data control, messagings

➔ Develop effective sales playbook before hiring BDRs

➔ Invest early in the right automation workflow process

Growth you don’t control remains a gamble.

In-house ownership adjusts teams quickly.

Payments for winning

Every leaders made possible always failed.

Difference is knowing how fast they act upon.

✱ Expect failure means you’re pushing boundary

✱ Pivoting quickly when something breaks inside

✱ Always hold people to standards from day one

Keep momentum by avoiding months of dead weight.

Eliminate guessing in your pipelines

Meredith Chandler explains how sales teams convert 80% of demos into qualified pipeline by tightening cycles on the sales process. Know how to build effective next steps:

Keep handoffs seamless

AE’s never begin everything from scratch.

➔ BDR previous notes and conversations live in the same workspace

➔ Prospects don’t repeat themselves, which keeps momentum high

Example:

If BDR’s already confirmed budget constraints, AE opens with:

“I know cost efficiency is top of mind for you. Let’s frame today’s demo around that.”

Run focused discovery

Discovery questions guide demos, not the other way around.

❖ AEs avoid showing given features possible

❖ Instead, product walk-throughs are tailored

Example:

When selling to RevOps leaders, the demo skips UI customization, going straight into pipeline analytics.

Build mutual action plans

The last 5 minutes of calls are dedicated to building plans.

✔ Assigning ownership

✔ Define own timelines

✔ Following next steps

Example:

“You’ll confirm integration requirements by next Friday. I’ll deliver a security doc by Tuesday. Let’s review progress achieved in two weeks.”

Easier stakeholder sharing

Your buyer shouldn’t recap discussions with teams.

➤ Prospects have workspaces together beside colleagues

➤ Internal excitement builds due to materials interactivity

Example:

Instead of “I’ll discuss with my VP later,” the champion drops a workspace link in Slack messages where the VP can watch a 2-minute clip of the demo presentation.

Remove demo guessworks

Activity tracking shows who is engaged, who hasn’t looked yet, and potential gaps.

✱ AEs know if CFOs has previously opened their deck

✱ Steps in when right decision-makers aren’t involved

Example:

If managers have viewed plans, AEs mention their champions:

“I noticed finance hasn’t joined yet. Should we bring them into the next discussion?”

Great sales demos don’t just look polished.

They advance deals necessary for closing.

TO-GO

Keith Laughner: Recognition always beat SPIFFs methods

Sean Gentry: Diagnose bottleneck instead of selling quota

Kevin Dorsey: Exchange motivation filler with skill-building

Tom Alaimo: Serving rep goals builds more than revenue