Leadership
How I run a team
Six things I do consistently, and where each one has shown up in the work.
My leadership operating system
Six steps, in this order, every time
- 01PeopleHire and keep people who want to be coached, then serve them.
- 02ExpectationsWritten standards so nobody has to guess what good looks like.
- 03CoachingIn the field, same day, one gap at a time.
- 04AccountabilityEveryone knows their number and where they stand this week.
- 05ExecutionA weekly rhythm the team runs without me in the room.
- 06ResultsPipeline, close rate and attach measured against day one.
I ride along, I watch the conversation, and I give feedback the same day. Each rep works on one specific thing at a time instead of a list of general advice, and we check on it the following week.
Developed a team of 20+ reps through weekly field coaching.
Everyone knows their number and where they stand. When someone slips I say so early, while it is still fixable, and when someone is carrying the team I make sure it is seen and rewarded.
Built the KPI and accountability standards the team runs on.
I plan coverage around unit density and real opportunity, and I keep the forecast honest even when the honest number is not the one anyone wants. Pipeline visibility is my job, not a chore I push down to reps.
Own territory planning and forecasting for the market.
I know the people in Operations, Construction, Care, Marketing, and Installation by name. That is why my escalations move and my reps are not left explaining a delay they had no part in.
Work across five functions to keep installs and escalations moving.
I have run discovery workshops with decision makers and negotiated multi year agreements on business value rather than price. I can put a rep in that room and coach them through it.
Negotiated enterprise agreements, renewals, and expansions.
I do not rip up a process on day one. I find the handoff or the report that wastes an hour a week, fix it, write it down, and move to the next one.
Rebuilt activity and pipeline tracking so problems surface early.