How to Follow Up After Events for Maximum Conversion

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By doing that you’ll create a culture where everybody is doing their all to contribute because they all feel emotionally invested in the group’s success, not just their own. 3. Focus on the leading indicators of success When I was at Salesforce, we used to talk a lot about the concept of “Doing it Right vs Getting it Done”. The dream state, a rep is getting it done and doing it right.



What is your best alternative to that? Some may gambling data romania say getting done is more important than doing it right. Others may say the opposite. But the best, high-growth leaders will take doing it right over getting it done the wrong way ten times out of ten. If you stay focused on doing the right things, building the right behaviors, and focusing on the inputs, the results will come. One of the best ways to reframe the performance of somebody who may not be at their revenue goal is to assess whether or not they’re doing the things that will ultimately lead to success in their role.



The leading indicators. What type and quality of prospecting outreach is the rep doing? How many of those type of actions does it take to build enough pipeline? How much of that pipeline should come from inbound vs. outbound leads? How much of that pipeline do I need to hit the revenue number? David actually shares more about this in his simple formula for high-impact sales coaching. In short, activities lead to pipeline which leads to revenue (and renewal/upsell opportunities).