PG Tuesdays is a weekly series in which 6sense revenue leaders share their best practices for holding productive pipeline generation meetings. You can also find all episodes on LinkedIn by searching #PGTuesday.
In this edition of PG Tuesdays, Kristina DeFilippo, Senior Director of Commercial Sales at 6sense, joins Mac Conn, Vice President of Commercial Sales, to discuss keeping sellers motivated and accountable in pipeline generation.
Kristina stresses the importance of setting expectations, holding team members accountable to their pipeline goals, and fostering a positive environment.
Here are three keys:
- Owning Results. Each account executive has individual expectations set by the business. The team uses a “gap plan” approach, where individuals who aren’t meeting expectations are required to map out a plan to bridge the gap, ensuring everyone takes responsibility over their pipeline generation success.
- Encouraging Innovation. AEs are also encouraged to find their own pipeline formula based on their unique circumstances, fostering ownership and motivation — another key element in pipeline generation.
- Celebrating and Sharing Wins. Including executives to recognize the team’s efforts and success is a low-effort, high-impact way to boost morale. Plus, this positive reinforcement keeps everyone engaged, productive, and driven.
