#601 - How to Build a Sales Team That Manages Itself | Tara DiCristo-Schmitt

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Tara DiCristo-Schmitt breaks down the tactical sales leadership systems she uses to build predictable pipeline, coach reps, and create a culture of accountability. Learn how to inspect rep calendars, run better pipeline reviews, and catch performance problems before they hit quota.

📅 Eliminate calendar white space: Review reps’ calendars weekly and build two weeks ahead with net-new meetings, referrals, target accounts, and prospecting blocks so cancellations don't kill pipeline.

📊 Track “Days Without” key activities: Identify the leading indicator that drives revenue, then track how many days reps go without it to trigger coaching before performance slips.

🔍 Make pipeline reviews teach discovery: Ask the same qualification questions every week so reps learn exactly what they need to uncover from buyers and stop filling gaps with assumptions.

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