Michael Burns

It's not a great plan.

I'd rather be able to close it at a 40% clip, but at least now I know what I need to do in order to hit my numbers.

And then I rolled out a sales methodology.

I see Guy in the back.

I'm going to steal one of the lines from his presentation, which is, it doesn't matter what your sales methodology is.

Just roll one out, which is absolutely true.

And I'll show you mine.

But I'm not a huge fan of Bant.

I think it's a little bit simplistic.

But use Bant.

It's better than nothing.

Use Medpick, whatever it is.

But you need a sales methodology, because you need a common framework.

and a common language to be able to talk about deal risk with your reps.

If you don't have that, then you're really relying on a lot of subjectivity.

And then validation is important, right?

And I think this is probably the overarching tactic that I'll recommend is there's no substitute for getting in there, right?

You can't drive performance through spreadsheets.

You need to get in there and stress test the deals.

So I spend a lot of time with my line managers teaching them how to do stress testing against the sales methodology.