Although we coined the term “PG Tuesdays,” we encourage applying the approach to the rest of the workweek to keep everyone motivated. (“PG Every Day of the Week” just didn’t have the same ring to it.)
Kristina DeFilippo joins Latané and Mac to share her strategy for pipeline generation. She structures the week to ensure consistent effort and maximum productivity across her team of AEs:
- Monday: Set the stage for a productive week with prep work, including gap plans for reps falling short.
- Tuesday: Team discussion where every AE puts in activity metrics, LinkedIn connections, etc.
- Wednesday: Kristina sends an email with a stack ranking of where every AE stands.
- Thursday: Slack check in for reinforcement and celebrating wins.
- Friday: Kristina meets with her manager to check whether expectations for the week have been met.
To determine whether this approach works, Kristina created an A/B test: One side of the organization ran a spiff as an incentive for pipeline generation, and the other used gap plans to hold underperforming AEs accountable.
The latter showed 2X performance for future production, emphasizing that having ownership of one’s own success is a strong motivator.
