A Sales Guy

OCTOBER 13, 2012

He told me he his growth strategy for 2013 was going to be through improved sales productivity. We identified the key sales metrics he felt represented sales productivity. In his case, it was average deal size, number of deals sold in a year and number of sales reps. When you need to hire more sales people.

Sales 115

Sales Hiring Sales Leadership KPI 115

A Sales Guy

AUGUST 3, 2012

THE PERFECT SALES BUSINESS REVIEW AGENDA. Most sales leaders don’t create a culture of accountability. The wrong way and the most common way sales organizations do business reviews is to treat them “literally” like a review. Each sales leader and sales rep should have a number of quarterly initiatives.

Sales 115

Sales Business KPI Hiring 115

A Sales Guy

JULY 10, 2012

I like everything but the comment about quota, sales shouldn’t be about quotas “@iannarino: Solve Problems goo.gl/8NJz6 keenan it’s never about minimum requirements (quotas), that’s appropriate only if you’re paid a wage, commission sales are limitless/ cont. I’ll get back to the series tomorrow.

Sales 112

Sales KPI Pipeline Sales Process 112

A Sales Guy

JULY 2, 2012

Keeping deals and opportunities moving through the pipeline is one of the most critical parts of a sales leaders job. Sales teams have hundreds of active and inactive deals in the pipeline at any giving time. As a sales leader it is incumbent upon you to have clean and accurate data in the pipeline. They want to be selling.

Pipeline 111

Pipeline Sales KPI Closing 111