Screen-Shot-2017-12-29-at-11.51.16-AM

Using Sales Process to Help Sales Reps

Authored by Chisom Uche on December 6, 2016

Sales leaders know that sales processes are critical for their sales organizations. They add a much-needed layer of quantitative data to a process that can seem non-linear and chaotic at times. Sales processes help map the buyer's journey as the buying paradigm continues to shift more and more into the buyer's control. With the breadth of information produced by a well-constructed sales process, it can often be difficult to focus on the parts of the sales process that tell you about your reps and not about your pipeline. By looking at these 3 parts of your sales process, you can get a better idea of how your reps perform.


 

Win Rates

We have found that it is important to analyze win rates from two unique perspectives called 'comprehensive win-rate' and 'scheduled win-rate'. 'Comprehensive' looks at the ratio of all won deals compared to the total deals in the pipeline. 'Scheduled' compares deals that a sales rep has committed to winning in a sales period to the deals that either pushed or were lost in that same period. You should expect that as reps get more experience, the 'scheduled win-rate' will become significantly higher than the 'comprehensive' win rate because they will have a better ability to assess the quality of the deals in their pipeline.

 

Sales Cycle Times

An understanding of sale cycle times might be broken down by the size of company or industry to tell you which companies take longer to close than others, but we find genuine value in using cycle times to identify sales rep's selling behaviors. Sales teams that have very low cycle times may be a sign that reps don't enter deals into the CRM until they are about to close, also known as 'Sandbagging'. 'Happy Ears' behaviors are demonstrated by sales teams that allow prospects to string them along without ever committing to a close date or a next step. 'Happy Ears' sales teams tend to have incredibly long sales cycle times.

 

Forecast Accuracy

This is one of the more well known and tracked metrics for sales managers. Increasing forecast accuracy, for many, is the central focus of building or making adjustments to the sales process. Identifying the stages where deals get stuck is the difference between making and missing a quota, or even keeping your job or getting fired. Breaking down each rep's forecast accuracy number can be useful to see if you have a localized or organization-wide process issue. If just some reps have problems hitting their quota, then you can begin to coach them appropriately. However, if the majority of your reps have issues with achieving their quota then you may need to do a bigger examination of your sales process as a whole and the prospects you put in your pipeline.


Again, setting up an established sales process give you a solid foundation for a lot of future insights. While all metrics can tell you a ton about your deals, some can also be very useful assets to understanding your sales team without constantly grilling them with meetings. If you feel like you might need to take another look at your sales process, here's a complete guide on developing a rigorous sales process.

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:

January 21, 2020

Best Practices for B2B Sales Pipeline and Forecast Management

New year, new blog series!   The new blog series will focus on “Best Practices for B2B Sales Pipeline and Forecast Management”.   This covers a big area so this series could take most of 2020 to complete and its frequency will be more often than once a month.    The reason for this blog series is companies continue to rely on human intuition and instinct to produce sales forecasts.  They continue to spend significant time managing, manually reviewing and updating the sales forecast despite advances in sales technology. ...

Sales Pipeline Management, AI for Sales, Guided Selling, best practices

January 21, 2020

Brainshark and TopOPPS Form Partnership to Combine Sales Readiness with AI-Driven Sales Pipeline and Forecast Management

The Integrated Solutions Will Provide Deep Insights into Pipeline Activity and Forecasting - Enabling Targeted Learning that Elevates Sales Performance WALTHAM, Mass. and ST. LOUIS, Jan. 21, 2020 /PRNewswire/ -- Brainshark, Inc., the industry's only data-driven sales readiness platform, and TopOPPS, a leading provider of artificial intelligence (AI)-based sales pipeline management and forecast predictability solutions, today announced they have formed a strategic partnership. The partnership – which includes an integration of Brainshark and TopOPPS solutions – will empower sales organizations to deliver "in-the-moment" guidance that improves reps' skills at key points throughout the sales cycle. ...

AI for Sales, Sales Enablement, Guided Selling

December 13, 2019

Sales Superpowers Need 'In-Context' for Sales Engagement

  SiriusDecisions outlines “One Solution for Sales Superpowers”.  [Spoiler alert] - it is sales engagement.   If it is “the one solution” to supercharge your revenue engine, why isn’t it widely used?   Why isn’t it the most popular application in the “sales world”?  We will get back to that, but first lets make sure we are on the same page. Sales Engagement Defined  Sales engagement is defined as interactions that take place between the buyer and seller.  Sales engagement includes four core functions based on SiriusDecisions definition:  calling/dialing, email, calendarizing and reporting. ...

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

November 25, 2019

Strengthening the CFO-CRO Relationship Through the Sales Forecast

  The sales forecast is the linchpin of a company’s future.  If it is right and can be trusted the companies’ operations run smoother and its financial stability is more secure.  Typically this isn't easy.  The sales forecasting process is shared by the Chief Revenue Officer[CRO] and the Chief Financial Officer[CFO].  The challenge is both have different motivations on its accuracy and neither have a complete vision of its drivers or its accuracy.   When the forecasting process is trusted and transparent it relieves stress on both the CRO and the CFO.  This blog reviews how this can be accomplished.  ...

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

October 23, 2019

Where 1 + 1 = 3 in the Sales Application Stack - Sales Enablement

  In my previous blog I outlined 21 different sales technology categories for the Sales Application Stack .  These categories were consolidated from various industry analysts research. That blog highlighted the difference between data integration and application embedding and highlighted the benefits of application embedding and selecting software vendors who have strategic partnerships with other software providers in the CRM application space.   The concepts of application embedding needs to be expanded with the concept of “application in context”.  “Applications in context” is applications working “in context” with applications to solve a series of problems in a consistent and cohesive manner without derailing the users thought process. ...

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

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