About the Workshop

Part One: The Revenue Capacity Framework

Duration: 90 Minutes

Session Overview:

As a sales professional, we always had a process, a framework, a structure. As a leader? A framework didn’t seem to exist, and as a result, most leaders feel more like a dog chasing a car down the street, never knowing what direction it’s heading…instead of being in control. So, like a nerd, I created one – a framework for maximizing revenue capacity, optimized by behavior science, on a bed of transparency. I used it for everything – I could now see the holes before they formed, maximize the effectiveness of each element, and sound really smart, too (I could use all the help I could get)!

Learning Objectives:

• Understand the five key responsibilities of a revenue leader.
• Learn to plan, strategize, communicate, and maximize team performance using the Five F’s Revenue Capacity Framework.
• Gain the tools and mindset to maximize leadership impact.
• Develop a structure to ensure communication consistency with leaders, employees, teams, and board/investors.

Part Two: Focus

90 Minutes

Course Overview:

Your team’s most valuable asset to convert to revenue is their time. A core responsibility of a revenue leader is to ensure their teams are working on the right opportunities, with the right types of customers, engaged with the right people within those companies, and aligned with the right prerequisites within those companies.

In what I referred to in my leadership roles as the “no science projects” policy, we’ll begin by exploring what Focus truly is and the value of prioritizing it. We’ll then work together to determine your Focus, and opportunities for you to use elements to improve deal qualification, increase deal sizes, improve win rates, and shrink cycle lengths through the concept of “Extreme Firmographic Focus Sprints”.

Learning Objectives:

• Understand the importance of focus in maximizing revenue.
• Identify and prioritize the right opportunities, customers, and engagements.
• Determine the optimal “Firmographic” “Demographic” and “Prerequisite” focus for your team.
• Implement “Extreme Firmographic Focus Sprints” to enhance performance metrics.

Part Three: Field: Building and Equipping the Right Sales Team

90 Minutes

Course Overview:

The team that takes the field is the difference between success and failure in any leadership role. How do we know that we have the right people on the team, in the right places, with the right experience? How do we better illuminate alignment and potential performance in our recruiting efforts? We’ll answer these questions in this session.

Once we have the right team, are they taking the field with the right resources supporting them? That’s also a key role of the leader. We’ll work on prioritizing these.

Lastly, we’ll also look at the technology “sales stack” within your teams and provide a lens for how which ones should and shouldn’t be invested in, along with an understanding of the true purpose of technology to support selling efforts.

Learning Objectives:

• Understand how to assess and recruit the right team members.
• Prioritize resources to support your team effectively.
• Evaluate and optimize the technology sales stack for better performance.
• Gain a set of recruiting questions and criteria for evaluating potential team member

Part Four: Fundamentals: Ensuring Excellence in Sales Execution

90 Minutes

Course Overview:

Once you’ve established your Focus and then built a Field team to best tackle that Focus, it’s time to make sure that your Field organization is getting the right things right consistently. What are those right things? Your messaging & positioning, your pipeline development approaches, how you qualify & discover those opportunities, how you negotiate, and everything else that drives revenue.

In this session, we’ll collaboratively collect what those priorities should be for your teams. We’ll then prioritize them by organizational capability and discuss ways to make quick improvements in those problematic fundamentals.

Learning Objectives:

• Identify and prioritize the key fundamentals that drive revenue.
• Develop a clear understanding of the team’s current skill set and areas for improvement.
• Learn methods to make quick improvements in problematic areas.
• Understand how human beings learn and apply this to team training.
• Gain insights into the function of revenue enablement and how to leverage it for optimal results.

Part Five: Forecasting and Metrics

90 Minutes

Course Overview:

Through the lens of the history of the sales profession, so many of our challenges today are the same as they were a hundred years ago – except for one – the revenue leader of the early 20th century didn’t have as much trouble forecasting as leaders do today. They didn’t have a CRM, they didn’t have conference calls, they didn’t even see their reps who were out selling in the field, and yet they were better able to predict than the modern revenue leader. How is that possible?

I figured it out! In a case of “what history got right that we got wrong”, in my last role, we made simple shifts to our forecasting mindset, culture, and proactive metrics, and the results were stunning. For 6 quarters in a row, our 90-day forecast was never more than 3.5% off. We’ll learn those lessons here!

Learning Objectives:

• Understand the historical context of sales forecasting and its evolution.
• Learn the concept of the “Three Why’s” to recognize buyer behavior.
• Implement buyer-centric forecasting into your approach.
• Master “The Results Formula” for prioritizing Key Performance Indicators (KPIs).
• Develop strategies to shift forecasting culture for better accuracy.

Part Six: Maximizing Engagement: The Science of Intrinsic Inspiration

90 Minutes

Session Overview:

Are your reps coin-operated? The answer is “yes” – if you’re doing it wrong. Everyone wins when we, as leaders, can create an environment where variable compensation becomes the reward for doing work we love, versus the motivator itself.

Learning Objectives:

• Understand the P.R.A.I.S.E. model of intrinsic inspiration.
• Learn the six categories that drive true engagement and how to recognize and maximize each.
• Gain insights into creating environments where discretionary effort is maximized.
• Develop company-specific approaches to create a magnetic workplace.