On-demand webinar
Your sales culture has a definition. Are you the one writing it?
What you’ll learn :
- The three keys Nick Saban and Curt Cignetti built winning programs on, and how they map to a sales team
- Why only 9% of sales managers assessed show coaching, accountability and recruiting all as strengths
- How one client lifted conversion from 27% to over 40% by developing its sales leaders as coaches
- Why accountability without a defined sales process creates frustration, and how one flat business reached 131% year over year
Speaker :
David Mullins
Strategic Sales Coach · US
Frank Niekamp
Chief Growth Officer · USA
What's covered
Inside the session. Watch a clip, then get the full recording.
Nearly half the audience named inconsistent sales performance. Inconsistency, poor forecasting and weak leadership are closely tied together, and the session frames all of them as a culture problem.
Reactive, personality driven, reliant on heroics and hope, or systemised, repeatable and coach focused? A culture will emerge either way. If you are not the one defining it, who is?
Nick Saban's process: do your job at a championship level, elite players want to be told the truth, and recruit people who want to develop their talent. Curt Cignetti took the same three keys to Indiana.
Of the sales leaders assessed by Objective Management Group, only 11% had coaching as a strength, around a third accountability, a third recruiting, and only 9% all three.
Coaching is not telling people what to do. It is identifying gaps against a clear standard and closing them. A meat import client's conversion went from 27% to north of 40%, with a sales cycle over 30% shorter.
A biopharmaceutical manufacturer flat for four years built a milestone-centric process with KPIs per milestone. A year on, its pipeline was almost ten times larger and revenue sat at 131% of the prior year.
Sales team turnover runs three times higher than the average employee. Define the role, assess candidates before you interview, and keep recruiting through a 30, 60 and 90 day plan.
Why AI accelerates a great system or exposes a poor one, why people who help plan the fight will not fight the plan, and why tactical sales training needs a process and coaching to land.
Resources
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Frequently asked questions
Common Questions
The session names three keys shared by elite sports programs and high-performing sales teams: coaching, accountability and recruiting. High-performing teams do not run on luck, hard work or talent alone. They run on systems and processes, and a culture left to itself turns reactive and reliant on a few top performers.
According to the Objective Management Group data cited, which covers over 2.2 million salespeople assessed, only 11% of sales leaders had coaching as a strength. A little more than a third were strong at driving accountability, about a third at recruiting, and only 9% were strong at all three.
Because it is accountability without agreed clarity. When people know the process and the KPIs for each milestone up front, accountability conversations become collaborative. The session's advice is to get the process right before you talk about activity and numbers.
Three areas: an interactive weekly sales meeting focused on motivation and development, where the leader talks no more than a third of the time; weekly one-on-ones that coach around specific deals rather than just review the CRM; and joint sales calls in the field.
Tactical training needs somewhere to live. Without a defined sales process and a strategic framework, tactics fade once the whirlwind of the business takes over. The second piece is coaching: managers who identify performance gaps, build a plan with each salesperson and hold them to it.
No. The presenters use AI every day for research, role play and preparation, but their view is that tools will accelerate a great system or expose a poor one. AI will not jump start a dead culture, so get the fundamentals right first.
The next step
Stop running on heroics. Start engineering revenue.
Whichever way you work with us, the same proven Revenue OS runs underneath. Book a growth session and we’ll show you where to start.