Revenue Jam
Most Revenue Leaders aren’t sure how to close the skill gaps across their teams. That’s why Revenue Jam brings together all different content from the team at Sales Assembly so you can learn everything from Revenue Leadership Philosophy down to tactical playbooks. With topical monthly live sessions, interviews with the Sales Assembly team, and exclusive conversations with Revenue Leaders across B2B Tech, this show is guaranteed to help you close the skill gaps across your entire GTM Team. And if you are looking to join us live every month, register for our live session “Sales & Stuff & Things” with Matt Green, Samantha McKenna, Todd Caponi, and Jen Allen-Knuth.
Revenue Jam
Ep. 33- Creating a Positive Sales Culture: Strategies for Weekly Wins and Celebrating Success l Sales & Stuff & Things w/ Matt Green, Sam McKenna, Todd Caponi, & Jen Allen-Knuth
In this episode of Revenue Jam, Matt Green is joined by sales leaders Sam McKenna, Jen Allen-Knuth, and Tod Caponi for a monthly session discussing how sales leaders can create weekly wins for their teams. They provide insights on building a positive sales culture, celebrating the right behaviors, delivering effective feedback, and more.
Key Discussion Points:
- Celebrating pipeline versus quality of pipeline (05:13)
- Focusing on the "so what" of your solution for the customer (05:52)
- Not celebrating activities that don't lead to outcomes (08:29)
- Being transparent about losses and learning from them (20:17)
- Giving feedback in a way that elicits self-reflection (27:27)
- Delivering feedback consistently in a 2 by 2 format (29:32)
- Making feedback a natural extension of validation and recognition (37:21)
- Learning from all levels of the organization (39:04)
- Reinforcing positive behaviors tied to company values (43:06)
- Highlighting smaller wins, not just the biggest deals (47:35)