Jody Geiger is the host of the Winning as Women Podcast on the Compete Network and the Revenue Enablement Coach at Klue. She joined Adam to talk about how revenue enablement professionals can and should be supporting reps amid a tough economy. Here are two takeaways from their conversation
Everything in sales is subjective — except for the results. And even then, learning from lost or won deals requires interpretation.
Categorizing or labelling different sales motions, different groups of competitors, and parts of the sales cycle is one way to start defining collective understanding within that subjectivity.
A common vernacular helps you better analyze a deal cycle and reps’ performance.
And your entire organization becomes more powerful once the entire revenue leadership team, and beyond, adopt the same labels.
Find out how 300+ revenue leaders are helping their teams win more deals in our free report
A former seller herself, Jody was obsessed with metrics and results. Then she started to develop her coaching skills, which led her to moving in the other direction and focusing on people skills.
Jody strikes the balance between numbers and people by reminding herself of the responsibility she has to both her people and the organization.
Looking at people as if they’re number won’t unlock their potential. Neither will making a bunch of enablement efforts and never measuring success.
Taking a holistic view on both the hard metrics and the soft nuances of effectiveness will yield the best results.
Take a peek at all the best moments from Season 1 in our best of episode
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