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Rules of Engagement: The Unwritten Sales Code
Manage episode 409265714 series 3536829
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There's a delicate balance between unleashing your hungry reps to chase revenue...and preventing internal conflicts that could jeopardize your culture.
In this episode, Barter and Gabe break down Rocket's approach to rules of engagement using an epic Gladiator metaphor.
They explain why you need a fair "Caesar" to make tough judgment calls when reps should get first dibs on opportunities they sourced, and how to incentivize the right behaviors.
You'll hear real examples of "lead pissers" working the system for their own gain, and how to properly reward your closers without demotivating the rest of the team.
It's an inside look at how rocket-fueled startups can instill just enough structure around sales efforts, while still allowing their top dogs to eat.
Whether you're a founder, VP of Sales, or ambitious AE, you won't want to miss these frank truths about what it really takes to build a predictable revenue engine.
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