Boys-on-Mountain-Top

Coaching and 1-on-1s to Hit the Number

Authored by Chris Noordyke on March 7, 2017

 

 

 

 

 

Chris Noordyke is the Chief Revenue Officer at Blue Medora, and a new customer of TopOPPS. Chris posted this blog on LinkedIn about how his team achieved great results from their 1-on-1s using TopOPPS technology.

My team likes to win and they know that knowing their metrics is what it takes. Through automation of our policies, systems, and tools we have reduced the amount of time the sales team needs to focus on our CRM system to less than fifteen minutes per day.  My reps appreciate the time we take to review how they’re doing and strategize how to blow their number out. Since implementing these two coaching strategies, we have seen reduced sales cycle times and increased win rates.


The two things that make us successful in increasing quota attainment throughout my team is that I first standardize on just the things that matter to coach my team. The second thing, is that I use automation that gives me the information and prescriptive insights I need and it keeps the data organized so I can trust it and it reduces time my team needs to spend updating our CRM software.

 

Weekly Standardized Sales Coaching for 1-on-1s

I standardize on weekly best practices as a manager to make sure we are doing all the right things in the short term. I also have a monthly set of standard best practices that makes sure we are doing all the things for the long term for the growth and success of my sales team.

We start with the good stuff and I make sure that everything is in order and on track. In general I look at all the deals and do the housekeeping to make sure it has the right hygiene and next steps. I then rank them and fortunately I have software that does that for me automatically. Then I have everything in order to plan successful next steps to get all the deals for the quarter closed. The other thing, I make sure that everyone on my sales team is getting the personal development they need.

Screen Shot 2019-05-02 at 11.07.13 AM

 

 
Monthly Standardized Sales Coaching for 1-on-1

During monthly 1:1s, we have had time to move the needle a bit, so we review these two things - how we are tracking in performance and how we can improve in performance.

Tracking Performance

Goal Attainment:

We look at bookings vs quota for the current period and we compare it to previous periods. We also look at when the deals traditionally get booked - smoothly throughout the period or does it come in all at once at the end.

TopOPPS AI driven Sales Rep 1:1 view

Sales Funnel Conversions:

We review close rates of leads and opportunities overall and from each stage as deals move through the funnel. We look at how many and when we’ve converted new opportunities created from each month. Also, we look at conversions from stage to stage, and how it compares to other members of the team.

TopOPPS AI Driven Marketing Funnel

Key Rep Performance Metrics:

We review win rates of deals that were scheduled to win within the period, and we look at win rates overall. We also look at average selling price over each period and how many of the commits the sales rep won.  Also important are the cycle times, and we review cycle times by our different sales processes, for example enterprise vs mid market vs SMB. I use the report in the first image above.

We make sure that there is consistency and improvement in the number of new opportunities entering the funnel and we review how well the opportunities are managed. An example of that is the number of pushed opportunities and number of opportunities that have been pushed multiple times into future periods.

TopOpps Pipeline History Report

Improving Performance

Win/Loss Analysis:

We look at our wins and losses and categorize losses by reason - Not a Fit, Competition and No Decision.  We also look at how long it took us to win an opportunity. We believe disqualification is as important as qualification is. I push our sellers to reduce the amount of time it takes them to close an opportunity, win or loss.

Ideal Customer Profile (ICP):

We look at ICP to make sure we are chasing the right kind of deals. We are constantly monitoring our productivity model, each quarter our sellers take on more quota then the quarter before, it is critical they spend their time on opportunities that have highest potential to close.

Subscribe to our newsletter!

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos

More Recent Posts:

September 20, 2019

The Emperor [CRM] is Naked

              One of the things I like to track are stories I heard in kindergarten that persist through life.  The Emperor’s New Clothes is one of them.  I can’t tell you how many times I’ve been in meetings, listening to what is being discussed and ideas explored and wanted to yell out, “THE EMPEROR IS NAKED”. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

August 16, 2019

AI For Sales - Business Examples

                The last seven blogs provide a business-case approach to infusing AI through the entire sales process.  One of the purposes of this blog series was to demystify AI by using AI for Sales as an  example.  Media tends to portray AI as a magic bullet.  Actual implementations show the less “black box” an AI solution is and the more “glass box” approach, the more utility it provides to the user.  The utility is created by uncovering the key drivers of an outcome and managing those drivers to increase results. ...

Sales Operations, Sales Tools, Sales Pipeline Management, AI for Sales

August 6, 2019

TopOPPS + Outreach Galaxy: AI Enhanced Guided Selling to Increase Win Rates

                  Ever had the situation where: an important sales opportunity is in danger because of inactivity and it goes unnoticed; the opportunity is sold but they don’t have the budget till next quarter so the sales rep needs to “stay close”; or the opportunity wants to buy but “isn’t there yet” and needs further ongoing education?   ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, Guided Selling, guide winning behaviors

July 22, 2019

AI for Sales - Calculating the Sales Forecast

                  I mentioned in my first blog on AI for Sales, when you hear the phrase “AI for sales forecasting” it feels like the solution is an algorithm to predict “the sales number”.  This is only partially correct.  While the ultimate goal is an accurate sales forecast, AI for sales forecasting requires artificial intelligence to be infused throughout the entire sales process.   The last 6 blogs have walked through different AI use cases for each of the different areas supporting the sales process to build a foundation for applying AI to create a more accurate sales forecast.  With that background we are ready to review AI use cases for calculating different versions of the sales forecast. ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

June 5, 2019

AI for Sales - Sales Pipeline Management and Sales Rep Coaching

                  This is the second of two blogs reviewing artificial intelligence use cases to support sales pipeline accuracy.    The first blog focused on artificial intelligence for guided selling. Guided selling is key to maintaining a realistic sales pipeline by ensuring that sales team rigor, discipline and process are consistent across all opportunities. This blog focuses on sales pipeline management and sales rep coaching.  It includes tools to help: ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

April 16, 2019

AI for Sales - Guided Selling

              The next two blogs cover AI for the sales pipeline.  This blog focuses on AI for guided selling.  Guided selling is the process of prescribing optimal sales execution steps to the sales reps to enforce an efficient sales process.  The tasks and process are based on sales patterns of past close-won, and close-lost opportunities.  Guided selling is key to maintaining a realistic sales pipeline. ...

Artificial Intelligence, Sales Pipeline Management, AI for Sales, Sales Enablement

February 27, 2019

AI for Sales - Enhanced Data Collection

                  An accurate sales forecast requires a crystal clean sales pipeline.  A crystal clean sales pipeline requires a deep history on most buyer/seller interactions for each opportunity.  By having a deep history of these interactions you can apply AI to identify buyer patterns and better guide the sales process.   Unfortunately most sales organizations do not have enough information about each opportunity to apply AI to assist in the sales process. ...

Sales Automation, Sales Tools, AI, Artificial Intelligence, AI for Sales

January 25, 2019

AI for Sales - In the Marketing Funnel

                  The topic of artificial intelligence [AI] for Marketing covers many different areas including content delivery, content generation, social media, personalizing emails, attribution, and optimizing lead gen, just to name a few.  This blog focuses on applying AI in the marketing funnel for optimizing lead gen and marketing attribution[MTA].  ...

Sales Tools, AI, Artificial Intelligence, Marketing Funnel, AI for Sales