When and How Sales Leaders Should Get Involved in Rep's Deals | Rex Galbraith | Ep. 301 (Lead)

Consensus close rate guide: https://goconsensus.com/checklist/close-rates-demo-automation/ ACTIONABLE TAKEAWAYS: Time-Box Your Tools: Avoid checking Slack or email first thing in the morning—protect your focus by starting the day with intention. Buyer Actions > Seller Actions: Sales progress should be measured by what the buyer does, not how many activities the seller logs. Build a Momentum Score: Track 7–10 buyer behaviors (like demo views or EB engagement) to score deal health and predict close rates. Deals Must Survive 3 Rings: Every deal faces three negotiation phases—champion, procurement, and final signer, so plan resources accordingly. REX'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Consensus Senior Vice President of Sales @ Consensus Vice President of Sales @ Consensus Director of Sales @ HireVue RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal