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.
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Appearances
We meet, it's an asynchronous process.
So all of this information is populated, charts, Salesforce reports, all this stuff.
And then we have specific questions that I expect certain people to fill in.
So they're just tagged on who it is, the AE manager, the BDR manager, the head of RevOps.
This all gets populated.
We do an async review, comments, discussion happens in Notion, and then we only pull out into the actual MBR topics of conversation that we need to make decisions on.
Most MBRs, it's the RevOps guy just reading slides.
In my opinion, that's a waste of time.
Do the reading and review ahead of time and only use your 60 minutes together in person to discuss the things that are unresolved, that really need a conversation.
And just get in the habit of doing an MBR, even if it sucks, even if it's like, you know, sort of thrown together, the diligence of doing it will move your business forward.
Second thing, as a part of MBR, always performance manage and stack rank.
And so I move people out of the business that are like pretty close to quota.
Like they could be okay performers.
I'll still exit them from the business if they're consistently at the bottom of the stack rank, just because the bar is excellence, the cost of underperformance or the cost of mediocre performance has never been higher.
And there's a lot of grumbling and griping you hear from founders and sales leaders.
Oh, people don't work hard enough.
Oh, people like, you know, they're just like not excellent.
Well, then get rid of them.
Just move them on.
It's your decision.
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