Kyle Norton
speaker
290 appearances
1 recordings
1 series
first heard Aug 2024
last heard Aug 2024
Kyle Norton’s voice in public audio — every appearance, attributed to the second.
Trend
recordings per month · last 12 monthsNo recordings in the last 12 months.Older appearances are listed below; set an alert to hear about the next one.
Appearances
Sam, I think you've also talked about this, the calendar test.
If you want to know if you need more reps, less is more.
Less reps is better than more reps.
Just go look at their calendars.
Unless they've got like four customer meetings, five customer meetings on their calendar, every single day you don't need more reps.
That's not your bottleneck.
It's something else.
The second thing that I advocate quite strongly now is single-threaded ownership.
So I mentioned the onboarding process.
The onboarding situation was a dumpster fire because my reps were closing bad.
The reps I inherited were closing bad deals.
I tried to fix that and made a lot of progress.
And then ultimately we combined the onboarding team with the sales team and things got multiple months better in the course of weeks.
Like the same progress that it took, the same amount of time it took me to move the needle a little bit.
All of a sudden, everything was my problem.
My sales managers were in the same channels as the launch managers.
Everybody brought me their problems.
I would strongly advocate that sales leaders should own onboarding.
Not everybody can do it.
And we have to help the sales leader scale up to have the business intelligence to do it.
Showing 181–200 of 290 · page 10 of 15
← Previous
Next →