30 Minutes to President's Club | No-Nonsense Sales #513 - How to Coach Sales Reps Using Metrics That Matter | Shaun Crimmins
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Oct 20, 2025 Shaun Crimmins, a seasoned sales leader with a track record at HubSpot and Vanta, shares his insights on coaching sales reps effectively using metrics. He emphasizes breaking down revenue goals into manageable weekly behaviors to facilitate success. Shaun also discusses the importance of creating a consistent operating rhythm with regular meetings and reviews. He introduces a three-step coaching framework based on identifying and validating data gaps, urging leaders to prepare thoroughly for one-on-ones to enhance productivity and results.
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Vanta's Inbound-To-Outbound Shift
- At Vanta, shifting from 90% inbound to 50% inbound required explicit weekly behaviors and pipeline math.
- That system drove outbound pipeline attribution and scaled upmarket motion successfully.
Make Quota Controllable
- Run sales math checks quarterly and monthly to set pacing and refocus reps on controllables.
- Re-anchor large quotas into tangible tasks like 'find 10 qualified opportunities in 30 days.'
Target High-Value Accounts First
- Dedicate the first week of the quarter to identify 10 high-ACV target accounts and build business cases for them.
- Align with marketing and SDRs to provide support and aim to land a few of those big accounts each quarter.