What Sales Metrics Should You Track? – The Essential List [PDF]
By Mike Schultz

sales metrics

Only when you have a good sense of what's going on in your organization can you decide which buttons to push to make the greatest improvements. Even small efforts to track key sales metrics can quickly drive better results.

Yet many organizations fail on this account. In their recent benchmark report, Hubspot found that 74% of companies who were falling short of their goals weren't tracking their lead or sales opportunity numbers.1

In our sales consulting work, we've seen literally hundreds of sales metrics—some important, some not so much. Of course, every company is different and no company tracks them all. The list below, however, while deliberately not exhaustive, contains the sales metrics that tend to be important for leaders to track and know.

Click to download The Essential List of Sales Metrics PDF.
 
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[New Video] Transform Sales Training – Your Sales University
By Erica Stritch

sales training

While companies spend billions of dollars on sales training each year, 90% of sales training fails to have an impact after 120 days.

It's time for an entirely new way of approaching sales education; an approach that changes the way sales training is conceived, designed, and executed over the long-term.

An approach that drives real behavior change and results.

Watch our new animated video to learn more.
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[New White Paper] Optimizing Sales Opportunity Management: 12 Critical Questions Sales Leaders Must Ask
By Erica Stritch

sales opportunity management

Too many organizations leave the success of their sellers to chance.

More sellers are missing quota, sales cycles are extending, and the competition isn't exactly standing aside to make life easy.

If sellers want to win in this environment, they must plan to win from the start.

Anything short of this and they set themselves up for failure.

In this white paper, RAIN Group Presidents Mike Schultz and John Doerr pose 12 critical questions sales leaders must ask about their approach to sales opportunity management that will help them shorten sales cycles, improve win rates, and grow revenue.

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How to Win Big Sales Opportunities with Big Plays
By Mike Schultz

sales opportunity

Sellers that win big sales go over-and-above to win them. When the impact for you is potentially huge, you want to do everything possible to get the win. Anything less and you essentially serve up the win to your competition.

When you need to win and win big, you need a Big Play.

A Big Play is a bold, atypical action a seller can take to inspire buyer action, and set themselves apart from the competition.

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6 Ways to Build Client Loyalty
By Mike Schultz

strategic account management

We all know that client loyalty can make or break a company. We know that client loyalty is tied to satisfaction with what buyers buy from you, and to the buyers' experience buying from you.

In studying, researching, and practicing in the field of strategic account management, we've found 6 areas can almost universally be improved.

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