Consistent pipeline by managing the future | Kevin Middleton
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Consistent pipeline by managing the future | Kevin Middleton
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Everyone wants to build a consistent pipeline, and Kevin Middleton's secret to this is by managing the future.
Kevin Middleton works as the VP of Sales at Monotype where he currently leads 36 professionals, including Managers, Enterprise and Mid-Market Sales Reps in the UK, Australia, Singapore and French markets.
In this episode we discuss his theory of managing the future, always being 2 quarters ahead and why this is so impactful. Kevin goes into detail on how the reps can manage their diaries effectively, split their time across accounts and structure their week when working 2 quarters out. Lastly, we speak from the leaders' perspective about communication and implementing this structure across the team, tracking effectively, and the benefits it can have on your business.
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