🗝️ unlock team potential

Protect your momentum before vacation time off

Andy Byrne gives various tactical moves sales revenue leaders can make before taking off vacation for staying in control and keeping momentum up while resting:

Audit your career midyear

By summer, you’ve got actual data on how the year’s gone.

➤ List your top 3 primary sales wins and what made them possible

➤ Identify where you’ve stalled:

Is it strategy issues, lack of support, or priority mismatch?

➤ Recheck your current KPIs and objectives.

What still matters? What needs changing?

This quick performance audit keeps your career on track.

Pick an AI goal to focus on

Top reps aren’t waiting for AI playbooks: they’re currently building one.

✔ Choose one to master: forecasting, content, or coaching

✔ Block weekly availability to practice finishing tasks with AI

✔ Loop in a peer to compare what’s working and stay sharp

Come back from your PTO ahead, not catching up on various tasks.

Join with internal champion

Don’t just stay waiting for reviews.

Book quick 1:1s before OOO season.

❖ Choose 2–3 people who’ve worked closely with you

❖ Ask what’s resonating, and where to lean in or adjust

❖ Keep relationships warm as they drive future growth

It’s being intentional about your result growth.

Document wins and results

Too many outcomes fade because they weren’t captured.

⇒ Take 20 minutes to log your biggest wins from the past 6 months

⇒ Add previous statistical numbers like your revenue, speed, impact,

⇒ Save in a folder you’ll revisit in Q4 for reviews or promotion prep

Keep a running highlight so you're not scrambling when it counts.

Plan after-vacation goals

Just returning from your vacation off?

Most people waste time in catch-up mode.

↳ Create 1–2 specific, outcome-based goals for your days back

↳ Make your objectives energizing, realistic, and time-bounded

↳ Share with your manager or team for alignment to settle in

This change in mindset shifts everything about how you re-enter.

What good sales managers always execute right

Mark Hunter outlines 5 main responsibilities that effective sales leaders have to master. Focus on managing performance, encouraging team, and incentivizing results:

Set clear expectations and metrics

Vague direction leads to vague performance.

➤ Be specific about what your kind of success looks like

➤ Define clear performance KPIs when tracking results

➤ Don’t micromanage reps, but give internal structure

Reps can’t improve what they don’t understand.

As their leader, you owe them clarity for the better.

Coach relentlessly, not reactively

Managing is reactive. Coaching is proactive.

✔ Use automation tools when reviewing previous calls

✔ Ask forward-moving questions like:

“What could we do differently next time?”

✔ Your primary goal is continuous, reliable improvement

If your team isn’t better next month, you’re not really leading anyone.

Leading your team by example

Nothing kills credibility faster than hypocrisy.

❖ Expecting reps to make calls? Make them yourself

❖ Warm deals on your table? Join to help in closing

❖ Be consistent, not just holding yourself accountable

Reps are following your movements, not your job title or accolades.

Hire and onboard with intention

Don’t hire to fill a gap.

Hire to raise standards.

⇒ Prioritize behavior, coachability over just a “book of business”

⇒ Sales mindset heavily matters more than trainable skillsets

⇒ Onboard with care: ensure they’ve understand your mission

Bad hires cost your time, and money.

Lazy onboarding wastes good ones.

Building a unified sales process

Don’t let your reps freelance based on previous jobs.

✱ Design a repeatable process tailored for your organization

✱ Allow minor personal variation, but coach for one system

✱ Helps with forecasting, coaching, and resource planning

Without a consistent process, everything becomes messy.

Specialization building is never optional for enterprises

Gal Aga breaks down the process on what is really needed to make your enterprise selling technique work, after nearly pulling circuit himself. Learn what’s really effective:

Specializing your AE team early

Enterprise is a different sport.

Mixing deal sizes broke focus.

➤ AEs chasing $10K and $100K deals at once missed both

➤ Context switch between SMB and Enterprise killing rates

➤ Specializing makes AEs go deeper, while closing big deals

Results? Winning rates climbed 30%, ACV doubled, Enterprise AE overachieved.

Inbound won’t reach executives

Inbound brought volume, not executives themselves.

✔ Champions emerged from product signals

✘ But various deals perished without exec buy-in

✔ Layering outbound and exec-to-exec touches

Results? Massive logo closed in just 64 days, with CRO and VPs engaged.

Treat upmarket like a new market

Going upmarket wasn’t just bigger deals, it was a completely new game.

⇒ New personas, new requirements, new competition wave

⇒ Selling enterprise meant displacing intrinsic legacy tools

⇒ The old playbook didn’t apply, they rewrote from scratch

Results? In Q3, they replaced 3 long-standing vendors.

Run war rooms for strategic deals

Big deals need orchestration, not just selling right away.

✱ Weekly deep research on active enterprise pipeline

✱ Leadership involved early to help navigate blockers

✱ Supported with alignment, troubleshooting, strategy

Results? Every major deal now has an Executive Sponsor.

Help reps focus on what matters

Enterprise success isn’t about more hours, it’s more focused on smarter work.

❖ Custom-built internal tools helps business cases to stay proactive

❖ CRM updates, deal preparations, flagging handled by automation

❖ Focus changed to strategical moevement, not administrative steps

Results? All enterprise deal now includes a full business case, powered by AI.

Brand fuels trust before first calls

Buyers who already know you are easier to sell.

↳ Investing towards various brand speep up your cycle performance

↳ Brands got exec attention, skipped objections, air cover for reps

↳ Product isn’t easily measured but moves the needle where it counts

Results? 10x daily presence in ICP feeds, and 700+ webinar signups.

TO-GO

Koen Stam: Positioning your GTM team with quarterly reflection

Gabe Lullo: Avoid premature scaling with this golden hiring rule

Todd Busler: Pipeline workers are deciding your company’s future

Kevin Dorsey: Great sales leaders think beyond outcome numbers