A Sales Guy

OCTOBER 13, 2012

When you need to hire more sales people. If your optimizing your sales resources. The strength of sales leadership. Calculating your sales team’s maximum productivity is key. It’s a fantastic KPI. How much money you “may” be leaving on the table.

Sales 115

Sales Hiring Sales Leadership KPI 115

A Sales Guy

AUGUST 3, 2012

The sales leader or sales person starts with what they said they were going to do that quarter. This includes KPI’s; quota, margin, pipeline, average deal size, win/loss ratio etc. The presenter must commit to their KPI’s. The right way to do a business review is like this: What did you say you would do?

Sales 115

Sales Business KPI Pipeline 115

A Sales Guy

JULY 2, 2012

Create sales KPI’s reps are responsible for reporting regularly. Create an environment where the sales people need data accuracy as much as you do. If a sales rep is required to understand his OWN close rate. without accurate data.

Pipeline 111

Pipeline KPI Sales Closing 111

A Sales Guy

JULY 10, 2012

@keenan quotas set up negative reinforcement, the best commissioned sales people never pay attention to quotas, they just “go for the gold!” Quota is a KPI, can’t see how any functional unit can operate without targets. ” From: @keenan (me). laurencsheil what’s “the gold?” From @laurencsheil.

Sales 112

Sales KPI Pipeline Sales Process 112