pay2play

Area Director

Ideal weekly cadence for sales org

CEO/CRO gives you admin access over the corporate calendar for a day. You can make any changes you want in order to make you a more successful seller.

What blocks MUST an AE have on the calendar to be successful?
What meetings need to be removed? Why?
What are the critical things an AE should focus on weekly in order to drive new business?

Build your ideal week, with the caveat that leadership will always hold weekly forecast calls...nice try...

👑 Sales Strategy

🙏 Mental Wellness

🧢 Sales Management

20 comments

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SalesBeast

Politicker

Sales Leader

Forecast calls should be done in a 1 on 1 setting weekly. Doing group forecasts calls is a waste of time for many reps as they will zone out and not pay attention. Maybe once a month team forecast but still that’s an hour wasted.
Mandatory 1 hr calling. 1-1.5 hr prospecting and emails. Then let reps do what they need during the day.
I do not believe in a set calendar. Newer reps would need to spend massive time prospecting vs senior reps need to spend time following up, replying, doing quotes, and doing demos and other activities.
Not all reps require the same calendar and calendar management to hrs is also known as micromanagement.

GreenSide

Politicker

Sales manager

@SalesBeast Yes! Thank you! Group forecast calls are such a waste of time for reps and only serve the manager, or managers to serve the director/VP, etc.

I host a group forecast call maybe once or twice a quarter. I tell myself I’m just preparing them for life beyond me. Truthfully it’s usually when my reps have shit CRM hygiene and nothing else has worked.

pay2play

Fire Starter

Area Director

Really like the 1:1 forecast call…have never done that. Do you wrap this into a standard weekly 1:1 or do you separate it so it’s focused on deals / forecast?

SalesBeast

Politicker

Sales Leader

Seen it done both ways. A 1 on 1 should be an hour a week. 30 min dedicated to pipeline + forecasting and 30 min dedication to; feedback, growth, and general chat.

jefe

Arsonist

🍁

This is the best use of time. Too many meetings otherwise.

oldcloser

Arsonist

💀

Would you like this as a word doc or is pdf ok? And what's my deadline? Oh, also, how much will you be paying for this assignment?
lazy post.

jefe

Arsonist

🍁

Come on, OC!

CuriousFox

WR Officer

🦊

that bitch

TennisandSales

Politicker

Head Of Sales

kinda the whole point of this group, no?

oldcloser

Arsonist

💀

I prefer at least a thought starter, like, here’s what I think, and here’s what I’ve done, as opposed to “tell me how to do all of it.” Maybe I’m nuts

TennisandSales

Politicker

Head Of Sales

I agree, and i tend to structure my posts like that as well.

pay2play

Fire Starter

Area Director

Haha - agreed…I do too…but wanted to get folks overall opinion without putting mine up for a roasting 🤣 this has already helped a lot…love the idea of individual forecast calls

oldcloser

Arsonist

💀

it's all good. Quota-coaster induced mood can influence much around here. It's never personal.
Edit: Sometimes it is personal. Just not in this case.

HVACexpert

Politicker

sales engineer

Internal meetings are 15-30 mins long.
If it can be an email, remove the meeting.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

There’s too much “it depends” here.

Revenue_Rambo

Politicker

Director, Revenue Enablement

All meetings should have a clear purpose:
1) Inform
2) Discuss
or
3) Decide

Eliminate all that do not.

Filth

Politicker

Live Filthy or Die Clean

weekly 1 on 1 and dedicated call/follow up blocks twice a day. Every other minute in discos/demos or prospecting SQLs off the phone or proposals (creating one should count as a meeting for KPI IMO). Can eliminate call blocks if enough meetings already on the calendar for the day. Can't leave the prospecting to just the BDR.

Beans

Big Shot

Enterprise Account Executive

Smile and dial 24/7 block.

TennisandSales

Politicker

Head Of Sales

1. prospecting block, follow up block demo block (should be the largest) 2. group pipe review meetings, any sort of morning "stand up" meetings where we all lie about what we are going to focus on like it changes daily....
3. Trends they are hearing from discovery/ demo calls, objections they hear during prospecting, thinking through why WONT all the deals close and then work on clearing those up.

Ideal week:
- Monday morning: pipe review (solo) identify key follow ups/ action items that are needed
- a bunch of demos that lead to close won deals
Tuesday:
- pipe review meeting with manager where they tell me how aweome I am.
- deals close
- more demos that will close soon with no legal involvement

Wednesday:
- prospecting where i have a 90% connect rate and book a meeting with every other conversation and the other half are hot follow ups.
- Thursday: more demos and closing deals - Friday: review the week, plan for next week, stop working by 11am.

poweredbycaffeine

WR Lieutenant

☕️

How long is a bit of string?

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pay2play

Ideal weekly cadence for sales org

20 comments

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