This episode of Sunny Side Up offers a cutting-edge approach to sales optimization. Caroline Tarpey, VP of Sales and Customer Success at QuotaPath, deploys data to transform cultures and create a positive peer-to-peer feedback loop. She shares her coaching methodology and some of the sources that have informed it, such as the “Nudge” framework. The goal is to motivate individuals and improve team performance by leveraging data in a positive rather than punitive way. Caroline gives us a step-by-step guide to using this innovative behavioral approach to define trouble spots, accelerate sales and strengthen overall team morale.
Caroline is the new VP of Sales & Customer Success at QuotaPath, a commission tracking software platform. Previously, Caroline has held various sales and CS leadership roles at tech startups. She has a passion for scaling teams and data-driven coaching. Caroline started her career in the federal government at the Department of Defense and State Department. She lives in Denver, CO.
“People who have potential to grow are going to be hungry for this information. They’re going to look at it and say, ‘I see opportunity.’ ”
Caroline explains the tendency among teams to either go all-in on gut instinct or, at the other extreme, rely heavily on data and constantly consult statistics. By marrying these together, there’s an opportunity for teams to operate at their maximum potential.
If used consistently, data can facilitate desired business outcomes. It can measure important metrics and track progress. What it is NOT meant to do is be used as a punitive tool such as might be the case with a performance review. This coaching focuses 100% on the positive.
Caroline’s coaching provides an aggregate view of overall win rates, top-of-funnel pipeline generation, conversion from opportunities to sales-qualified leads. These same measures can also be tracked for individuals, but when you frame it within a larger context and examine the data some examples and clues can lift performance company-wide.
Caroline provides a framework for measuring individual success over time, brainstorming strategies with role play, and identifying trouble spots on an ongoing basis so that they can be addressed positively and incrementally.
Even if you don’t have a lightbulb conversion moment, there are things you can do to move towards your goals with micro-changes that add up to big impacts. See below for relevant resources to achieve your big-picture, next-level goals!
“Nudge,” by Richard H. Thaler and Cass R. Sunstein
In this video Harvard lecturer, Mark Roberge shares a step-by-step guide to revenue growth.
“Tiny Habits: The Small Changes that Change Everything,” by B.J. Fogg
Sunny Side Up
B2B podcast for, Smarter GTM™