FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions.

Pre-carve books for reps to-be-hired and let your current reps squat in the territories until they’re on board.

A nickname for a holdover opportunity is a slipped opportunity. Have a policy limiting the holdovers and allow for exceptions based on what’s best for the customer.

Your team will remember how you treated them in the magic moments: promotions, 1st and last days, maternity leave, a loss in the family.

Check out the full episode here.