Ryan Maitre

41% of sellers are afraid to change how they do their job 🫢 ^ a real stat from a recent Gartner release on what CSOs need for a fast start in 26’ - Is the resistance to change because these sellers are consistently crushing their quota?? Unlikely - Change fatigue? YoY doing new training or expected to adopt new methodologies, new managers, new leaders, new unattainable targets? - Leadership not driving the change top down so initiatives fall flat? Reluctance to change comes from many areas... in my experience its been simple: Confidence. The best sellers I have worked with are extremely confident in their abilities. They are not afraid to fail, and their peers see them as resilient  Potential for things to get worse. Sure you may not want to adopt a new sales process, methodology or tool because what if the result is worse than your ‘safe’ results today Execution. You may know what you need to change, but in practice how do you execute in a seamless and consistent fashion Revenue orgs are asked to do more than ever before. My take on Gartner's sales imperatives for 26’: Drive a unified commercial strategy → Make it easy and unavoidable for revenue teams to follow the winning playbook you know work - across the entire customer journey. Build resilient sellers → Keep your sellers on the field, remove tedious admin work, and provide feedback early and often before deals slip, or stakeholders aren’t engaged. Most importantly, make it easy for your entire team to execute ‘what good looks like’ with confidence Embrace change leadership → Cliche, but the only constant is change, and if the past 5 years have taught me anything its this. But where do macro and micro changes fit into strategy. If every year you run your revenue team through new training at SKO and hand them their 20 page booklet/pdf/deck but don’t provide a clear framework to execute this change, you are going to fail. The kicker?? Based on what I have seen, and based on the 200+ sales leaders Gartner surveyed, only 12% maintained their productivity while going through transformation. This number is WILD. But not surprising. So how do you ensure you aren’t part of the 88% that are not successfully transforming their revenue orgs? - Set expectation clearly by creating playbooks based on what excellent execution looks like  - Enforce playbooks by building them into your teams flow of work  - What gets measured gets done. Objectively grade and action all activity How are you making sure you hit the ground running in 2026??!!

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Top performers in sales aren't just naturally gifted - they're methodical masters of their craft. • They manage 164% more pipeline • Excel at discovery, with 55% better performance • Experience 217% fewer late-stage slips • Win rates are 43% higher than average Why? Because they've turned key processes into disciplines: - Discovery isn't a phase, it's an ongoing practice - Qualification is a science, not a gut feeling - Stakeholder mapping is their secret weapon - Objection handling is rehearsed, not improvised Want to elevate your team's performance? DM me so you can share some details, and then I’ll share a specific plan to engineer success, not just hope for it. #SalesExcellence #PerformanceOptimization #RevenueGrowth

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