The Sales Leadership Framework Behind Multiple $100MM ARR Orgs
Sales Hacker
OCTOBER 11, 2024
Pipeline metrics might include MQL-to-SQL conversion rates, number of activities per rep, or open rates on emails. P rocess: Is there a documented process for reps to follow? That’s where the 4 Ds come in: Define : Clearly define what good looks like (WIGL) for each behavior, skill, and process. Are they actually using it?
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