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Exceeding Quota with Data-Driven Sales Management

Authored by Jim Eberlin on July 17, 2017

Maximizing Reps Sales performance is the number one objective for Sales Leaders. We have published a step-by-step guidebook that does just this - Maximize Sales Performance. But in short, the following details what every Sales Leader needs to know like the back of their hand.

Prior 1:1s with the reps, I did what I could in pulling as much pipeline information and history as I could - this was a lot of work and I didn’t trust the information. The various ways deals were closed or manipulated or the lack of sufficient information always seemed to be a problem for my reports. Without a consistent process, what one rep said was a 50%, another might say is 75% - there was a lot to adjust to. With so little time and so many reps to strategize with - it left out the potential to really maximize the chance of winning the deals and to help develop the non A-players. That 1:1 time could have been spent so much better if the rep and I had a head-start.

Having the proper sales management is a great way to increase sales opportunities. Which breaks down into the following 5 steps:

  1. 1. The Number
    1. a) Predict what will close in the pipeline
    2. b) Predict any additional pipe that is yet to be generated and closed within this sales period
  2. 2. Cycle Time & ASP
    1. a) Determine how long does it take to win a deal and what is the Average Selling Price (ASP)
  3. 3. Confirm the Pipeline
    1. a) Build practices that will allow you to look upon past quarters and find consistency
    2. b) Know the composition of the pipeline and what happened to it each quarter
  4. 4. Metrics to Help Reps Improve Performance
    1. a) Look up certain metrics to set benchmarks for your team
    2. b) Example: Are we winning commits?
  5. 5. Tracking Status
    1. a) Follow up, consistency is key!

These strategies will help blow out your number and get the entire team exceeding quota. Using these data-driven best practices, you’ll be able to keep score, react in time and have confidence as you guide your team. Again, there is a free guidebook on this here - I encourage you to download it. Side note - CSO Insight’s, Barry Trailer has an incredibly insightful blog with research that identifies the “Silver Bullet” to increase quota attainment.

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