Keyur Tripathi

What if we’re celebrating the wrong sales leadership metrics? 🤔 ARR. ACV. TCV. Pipeline. Important, sure…but they don’t tell me if you’re a great leader. Here are the metrics that actually do 👇 (And funny enough… they never show up on a dashboard.) The 4 most underrated sales leadership metrics: 1️⃣ How many former reps would choose to work for you again? People don’t voluntarily sign up for chaos. If they’d run it back, you did something right. 2️⃣ How many reps have you promoted? Extra credit if you promoted someone out of your org or into leadership. That’s development, execution and advocacy coming together. 3️⃣ How many reps have earned multiple promotions after your team? That’s coaching that sticks, skills that travel, not just tactics for one market. 4️⃣ How many reps left for something better (by choice)? Low voluntary attrition + upward career trajectory = clarity, trust, and real growth. Let’s normalize these metrics. Because they tell you everything you need to know about a leader.

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This week in Cpgconnect… → Big shout-out to Michael @ Rotten and Winston + Troy at SAUZ. Both former Cpgconnect features now featured on Forbes 30 Under 30. → Built Brands opens a second 132,000 sq ft manufacturing facility in Utah to support up to 500 new jobs. → Bum Energy accelerates with veteran hires from Congo Brands, RYSE, and Liquid Death and prepares for launches at Target, Walmart, Sam's Club, and Costco Wholesale. → Liquid Death drops Sparkling Energy early. Now live on Amazon with 100 mg caffeine, 5 calories, and 0 sugar. → TRUBAR sells to ETİ Gıda in a C$201M deal after passing $50M in revenue and hitting 15,000 doors nationwide. → Grüns launches Jüced, a new pre-workout energy gummies line with standout branding from Blake Vallotton. → Ripple Foods raises $17M to expand plant-based protein beverages in retail. → Erewhon partners with FOND Regenerative on a Spicy Bone Broth Hot Chocolate this December. → New Unwrapped with Chris Annoual from SIDEPIECE. Read this week’s edition → [https://lnkd.in/g2gVCnQ8] #cpg #dtc #foodandbev

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In the SDR army era, more dials = more deals. But volume doesn’t equal velocity. Turnover kills your momentum. And every new hire is trial-and-error. That’s where the GTM Engineer comes in. They’re able to scale results with automation and tools. But GTM engineers are expensive hires that need to understand: Orchestration, automation, data enrichment, sequence logic, deliverability, lead scoring, attribution modeling, webhook management, API rate limits, troubleshooting 15+ tool integrations, and all the complexity involved. You shouldn’t need a PhD just to grow your business. A GTM lead equipped with GTM-1 Omni solves this complexity. AI handles all the orchestration, automation, tools, etc. And the human focuses on: - Nurturing relationships - Talking to prospects - Building trust That’s how I see the next era of GTM. A world where relationships and trust come first. Powered by machines that handle the repetitive work.

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Love it Mark Phinick - very comprehensive guide for anyone willing to put the work in on BEHALF of the client! Joseph Shuster when he joined our little group called it "identifying the Latent Need" .... thing is to do this, you have to put the work in because it's not visible nor obvious, until it is :-) So this is where I always struggled because as a GTM leader, the management style I always ran was one where we could quickly understand our numbers, but instead of a cadence call with reps, we would spend time workshopping your topics about our clients prospects (which in cadence calls, no one is interested in). Great sales leaders do both and celebrate the latter the most. Second, question for you - I've always hated "sales plays" - they felt artificial, total bulls*$t, and just a way for ops people to look good or bad on a report. It's having a hammer looking for nails. Your approach and the "Latent Need" approach we used mean you apply your platform contextually to the client problem. Lazy organizations use "sales plays" - real ones have a platform strategy they can apply. Keep the posts coming - just love them.

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