Today on The Sales Tactics Podcast, Anna Vuong from Zoom joins Jim to co-host this episode. They welcome Evan Kravitz, Vice President of Sales at Nacelle and a former colleague of Jim’s at Optimizely. In this episode, Jim and Anna focus on the processes Evan Kravitz developed to ramp new reps and coach his teams into a high-performing sales organization. In this episode, you’ll hear: What a “headless commerce platform” is and Nacelle’s market position in that space. How Evan Kravitz is translating what he learned as a sales leader at Optimizely to his Vice President role at Nacelle and how he categorizes coaching and professional development into two phases. The cadence he goes through during coaching and how it ties into his coaching philosophy. Why goals are crucial to new hires and how to keep them tracking toward their goals. How Evan Kravitz builds his ramp structure and why a repeatable process is key. Why intentionality and investing time upfront pays off over time in sales. How ongoing coaching with team members leads to payback and incrementally improves someone’s game over time. What Evan Kravitz’s competency model did for his day-to-day workstream and how it changed conversations with his senior reps. How becoming a VP has changed his competency model and the steps he plans to take to scale it for his team. His expectations of incoming sales leaders and how authenticity builds relationships and collaboration. Why sales enablement can be a great partner and how the feedback helps identify gaps. The fork-in-the-road pitch, how it works, and why it’s effective. The Payoff:  how Evan’s process yields great results in the life of one of his new hire reps.

Connect with Jim Jones: https://www.salestactics.com/ (salestactics.com) https://twitter.com/jimjones425 (twitter.com/jimjones425) https://www.linkedin.com/in/jimrjones1/ (linkedin.com/in/jimrjones1) Connect with Evan Kravitz: https://www.linkedin.com/in/ekravitz/ (linkedin.com/in/ekravitz) www.nacelle.com Connect with Anna Vuong: https://www.linkedin.com/in/annakvuong?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BNMMYi1c%2FTqyxIs0oXVg%2Bog%3D%3D (linkedin.com/in/annakvuong)