How to Coach Sales Reps Using Metrics That Matter | Shaun Crimmins | Lead Ep. 336

In this episode of "30 Minutes to President's Club," Armand Farrokh and Mark Costolo interview Shaun Crimmins, Director of Sales at Gong, about actionable leadership takeaways. Shaun shares three key strategies: reverse engineering revenue targets into executable behaviors, reinforcing execution through a structured operating rhythm, and coaching with metrics to reward effective execution. The discussion covers practical methods for sales leaders to improve team performance, including pipeline math, deal inspection techniques using the "why, why not, why now" framework, and the importance of preparing for one-on-one meetings. Shaun emphasizes the need for leaders to drive controllables, utilize sales metrics effectively, and align sales activities with marketing efforts to achieve consistent results.