Bryan Hood

“Our average rep hits 50% of quota.” Oof. That's not a rep problem. It's a process problem. If your SaaS sales team's performance is consistently unpredictable, you’re missing real gaps in your ops. Reps manually scoring leads in outdated CRMs. No automation for routing or segmentation. Etc. AI can help, but before you add it to the mix, you need to define 4 things for every sales process: ⭕ Who is responsible for the process  ⭕ What tools are used to execute, track, and facilitate the process ⭕ The value the process brings to the organization  ⭕ The cost of the process Analyze these details and you can to identify gaps that AI can help close. Performance doesn’t break at the report. It breaks in the workflow. Fix the gaps first. Then AI can do what it’s supposed to: make the system even smarter. ➕ Follow for more insights on using AI in your SaaS ops.

3

Most AEs spend their days reacting.   To leads. To timing. To whatever hits their inbox next.  But top performers don’t just react — they *engineer control.*  They protect their time.   They prepare with intent.   They measure what matters.   And they stay on the line.  Sales Caddy gives you the guardrails to make that discipline repeatable — prompts that drive action, data that reinforces habits, and clarity that compounds.  Because revenue doesn’t reward effort.   It rewards control.  #sales #b2b #revenue #salesleadership #ai #salescaddy #revops #salesprocess #salesperformance #accountexecutive

5

The three questions I am most asked by people in enterprise sales are: 1.     How do I find, identify, and hire high-performing sales pros?; 2.     How do I overcome price objections?; and 3.     How do I compete against a “do nothing” decision? I have thought a lot about the first question and came up with 30 traits that I look for that are included in my AWARD WINNING first book "Above Quota Performance." https://lnkd.in/gQsJbPwS. In the article attached, I focus on the first 15. I enjoy reading and responding to your comments and suggestions.

2

Most sales problems aren’t strategy problems. They’re execution problems. Teams don’t struggle because they don’t know what to do. They struggle because doing it consistently is hard. The gap between average and top performance is rarely knowledge. It’s discipline. The reps who win do the boring things well: • Daily repetition • Tight fundamentals • Clear follow-through • Honest self-review Execution isn’t flashy — but it compounds faster than anything else.

3