Ron Story Jr discusses how modern sales teams scale beyond simple hierarchies, using closing ratios to set baselines and AI coaching tools like Balto and Gong to standardize performance across reps and narrow the gap between top performers and the rest.
Well, the first thing that we have to look at is that it's not a 1-to-1-to-1 relationship. Right. Right? That's what it used to be. It used to be 1/3 of the salesperson was this, like it was his head, his heart, and his feet, right? Your head generated the leads, your heart serviced them, and your feet was the, you know, out there closing the deals or whatever, right? Yeah. Now it could be 1-to-10-to-3. So my— if my lead gen guy is really good, I may need 10 account execs to run those meetings. What we do then is we look at the average closing ratio for those executives in order to determine what the baseline is and where everyone should be performing. Now, with technology like Balto Software and Gong, we can use artificial intelligence to coach everybody up, to raise the baseline of everybody so that we no longer have these star performers and underperformers. Gong and Balto will coach everyone up to the baseline with standardized sales scripts.
