Accelerate! With Andy Paul

Robert Koehler is the Director of Customer Success Effectiveness at Compass. Robert gives his insights on building sales effectiveness teams and helping them function both as individuals and as a group. He shares about his time managing marathon runners and how this eventually helped him see the importance of accountability within sales effectiveness and the many people involved in each process. He also talks about understanding the buyer framework more extensively. HIGHLIGHTS Setting up and understanding the roles of sales effectiveness teams Connecting accountability groups with sales teams The buyer persona framework relating to what you want the customer success manager and account executive to know Knowing what the buyer needs from the seller to help them make a decision QUOTES The role of sales effectiveness teams - Robert: "What I care about is results and helping sellers be more effective in helping buyers. And that's what it's about at the end of the day. That has an implication that we have t