Be Different by Using S.A.M.E.
Oh, you've got two types of leaders, see? First, you’ve got the ones who are all about managing the business—up the ladder, tweaking forecasts, driving the pipeline, that kind of thing. They're sharp when it comes to business processes. But when it comes to helping their AEs spot that little blindspot in a deal? Not so much.
Then, you’ve got the second kind. These leaders? They juggle it all. They manage the business, but they also take the time to coach, mentor, and develop their AEs. They don't just hand out answers. No, they ask the questions that pull out the answers. They’re quick to listen, slow to speak—always responding, never overreacting. It's a tough gig to play both roles, but trust me—you need a little bit of both if you’re gonna succeed.
Now, how do you even find the time for all that? Good question. Let's say you're managing a team of 8. Each AE’s got about 25 opportunities in play. That's 200 opportunities you’re forecasting, while also trying to help your AEs uncover their blindspots. It's a tall order. And don’t forget, you've got a boss too—someone's gonna be asking about why that particular deal’s sitting in the forecast. This all starts with qualification. The trick is to manage the forecast and uncover those blindspots during your one-on-ones.
Let’s flip the script for a minute. As an AE, I hated weekly one-on-ones. You know the drill—drive-by pipeline reviews. By the time you’ve made it through the small talk and discussed the forecast, you're lucky if you have time to really strategize. It's frustrating, isn’t it? So how do you make the most of that precious hour?
Here’s a little something I call S.A.M.E.
Stage. Amount. Month. Event.
The first 15 minutes? Focused on 4 questions:
Is the opportunity in the right stage?
Does it have the right amount?
Is it closing in the right month?
What event can we leverage to move the needle on stage, amount, or month?
Keep it sharp. Don’t dive into the backstory. You’re not here for the why—you just need it fixed. Picture it like this: If someone asks you the time, don’t start explaining how the watch works. Just tell 'em the time.
Now, let’s break it down a little more. Let’s say your sales cycle’s got 6 stages:
Identify the opportunity.
Define the solution.
Validate the benefits.
Connect with power.
Negotiate a mutual plan.
Finalize closure.
Close the deal. Go buy something nice.
You open up an opportunity and ask your AE, “Is the stage right?” More often than not, they've done the discovery, demo, pricing—all the works. But the opportunity’s still stuck in Stage 2 or 3. Get your AE to own the deal stage. Own it, move it. This is how you keep your forecast on track.
Next, ask, “Is the amount right?” How many times have you seen opportunities with list prices that aren’t even close? Let’s be real. You both know the customer’s not paying full price. Confirm the amount, make adjustments, then move on.
Next, “Is the month right?” If the close date’s this month, ask yourself—has the paperwork gone out? Has the SOW been vetted? Have you aligned your deal sponsor with an executive sponsor? Is a P.O. coming? Legal? You gotta check all the boxes. If you haven’t, that deal’s probably not closing this month.
P.S. Build a checklist for these steps. Trust me, it’ll save time and keep things moving.
Finally, ask, “What event can we create that will impact the stage, amount, or month?” The Event could mean anything—a meeting with a decision-maker, a dinner, a conference where you can seal the deal. Use the event to drive the stage, amount, and month. It’s the gateway to helping your AE uncover those blindspots.
Don’t mistake simplicity for ease. This routine? It’s gotta be committed to. The faster you get through S-M, the more time you have for E. And when you’ve got time for E, you can really strategize.
Using S.A.M.E will change the game. It’ll bring clarity to your one-on-ones, keep everyone focused, and give your AEs the tools to succeed. You get the answers you need for the forecast, and your AE gets time to strategize. You’re not just managing your team, you’re leading them.
Give S.A.M.E a shot in your next 1 on 1, and let me know how it works for you.
Happy selling, my friends
