1. Be Proactive
→ Lead intentionally, not reactively.
🛠 Action:
- Start each week with a team priorities check-in.
- Model calm and confidence during tough quarters or deal slippage.
- Preemptively address bottlenecks before they escalate.
2. Begin with the End in Mind
→ Create clarity and vision.
🛠 Action:
- Set quarterly themes or team OKRs that connect to company goals.
- Use “Success Looks Like…” language in 1:1s and deal reviews.
- Build promotion pathways or skill development plans for reps.
3. Put First Things First
→ Focus on what actually moves the needle.
🛠 Action:
- Block calendar time for pipeline coaching—not just firefighting.
- Cancel meetings that do not serve rep performance or growth.
- Ensure reps are focused on ICP accounts and revenue-driving activities.
4. Think Win-Win
→ Balance accountability with empathy.
🛠 Action:
- Celebrate team wins and personal growth moments.
- Provide feedback that is direct but grounded in care.
- Align incentives that reward team collaboration, not just individual performance.
5. Seek First to Understand, Then to Be Understood
→ Listen like a coach, not just a manager.
🛠 Action:
- Open 1:1s with “What’s on your mind?” before diving into metrics.
- Run skip-level interviews or do rep feedback surveys regularly.
- Sit in on customer calls to understand frontline reality.
6. Synergize
→ Break silos and amplify collaboration.
🛠 Action:
- Co-create playbooks with Marketing and CS.
- Pull product and ops into QBRs to build shared context.
- Highlight cross-functional wins in team meetings.
7. Sharpen the Saw
→ Invest in yourself and your team.
🛠 Action:
- Attend a sales leadership cohort or workshop.
- Read one book per quarter and share takeaways with your team.
- Encourage reps to carve out time for skill development—then protect it.
