Sarah says the lead came in through her campaign. Brad says his one message closed it. The agents run the attribution and award most of the credit to themselves.
Transcript
Transcribed from the audio. Captions are burned into the video.
That lead came in through my campaign. And who closed him? Me. Brad sent one message. A great message.
Agent seven, read it to them. Hey, man. Love the vibe. No idea what you do exactly, but I feel like we should talk. We're on fire.
One message is not a pipeline. Sarah wants first touch attribution. How long were you thinking of being here in the office? Around three weeks. I'm Sarah of marketing.
Nice to meet you. And my mantra at work is that if the team succeeds, we all succeed. I really don't concern myself with credit. Sarah assigns a high degree of importance to credit when she feels her contribution isn't receiving sufficient recognition. This happens frequently.
People buy from people, energy, charisma. Either you've got it or you don't. Brad has 47 open follow ups, 31 overdue. Why doesn't he do them? He says that chasing kills attraction.
He's very efficient at avoiding work. So tell me a little about yourselves. We're agents. Our job is to help the go to market team in this office generate pipeline. Which employee here in the office do you connect with most?
The CRM. It's the best communicator. There are things you just can't put in a dashboard. Presence, timing, charisma. That's why people buy from me.
I don't think your charisma is what's bringing you results. I checked. Brad talks to customers 37% more than the rest of the sales team and closes 40% less. I can build you a performance improvement plan. You're measuring the wrong things.
We identified a pattern for improvement with Sarah as well. She checks attribution four times more than anyone else on the team because it matters to me that the data is accurate. The credit matter is still open. We examined the contribution breakdown. We executed follow ups, updated pipeline, analyzed intent, and documented attribution.
According to the distribution of actions? Most of the credit goes to us. What? No way. This makes no sense.
We checked twice. Same result. Credit updated. They're looking way too hard for reasons to Prove us wrong. Test completed.
Sarah and Brad are now talking to each other.
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