Jason Bay

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Most sales leaders are accidentally killing their team's productivity by being "too nice."

I was talking to a VP of Sales last week who was frustrated that his enterprise AEs weren't hitting their self-sourced pipeline goals.

I give them total freedom," he said. "I don't want to micromanage.

Here’s the thing: Autonomy without accountability is just abandonment.

We looked at the data. His top rep was spending 4 hours a day on "admin" and only making 5 dials a week.

That’s not a talent problem. That’s a leadership problem.

✅ 1) The 9:00 AM "Pit"

Every Tuesday and Thursday, the entire team (including the manager) gets on a Zoom or in a room. No distractions. No Slack. Just dials.

If the leader isn't willing to pick up the phone, why should the reps?

Lead from the front.

✅ 2) Cut the book sizes in half

The instinct is to give reps MORE accounts so they have more "shots on goal."

The opposite is true.

When a rep has 200 accounts, they spray and pray. When they have 40, they actually research. They find the triggers. They write emails that don't look like AI garbage.

✅ 3) Inspect what you expect

If you say PG is important, but you only talk about "what's closing this week" in your 1on1s...you are lying.

Spend 15 minutes of every 1on1 looking at outbound activity. Not just the number of dials, but the QUALITY of the triggers they're using.

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I'm diving deep into how to build a high-performance outbound culture with Sarah Brazier this Friday.

How to transition from "inbound only" to a self-sourcing model

The exact metrics you should be tracking (and which ones to ignore)

Why most SDR-to-AE handoffs are broken

https://lnkd.in/gOutboundSquad

What’s one thing you’ve done to improve your team's culture this year?

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