Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Zendesk

AUGUST 2, 2021

The same is true when trying to build a sales team and a sales strategy without sales analytics. Just like understanding benchmarks and working through practice tests will help you tackle an AP exam, using sales analytics and analytics tools will help you boost sales numbers. What is sales analytics?

Sales Analytics 98

Sales Analytics Sales Supply Chain Profitability 98

RAIN Group

JUNE 21, 2023

Don’t be surprised to bump into discussions around metrics at any gathering of sales enablement professionals. Measuring the success of sales training and enablement initiatives is top of mind for these folks, and rightly so.

Sales Training 52

Sales Training Sales 52

Hubspot Sales

MAY 31, 2020

Sales organizations that wait until a sale is won or lost to judge a playbook’s success only have one metric by which to measure their efficacy. Without tracking their sales and pipeline activity, in addition to results at both an individual and company-wide level, it’s impossible for sales leaders to pinpoint weak areas.

Sales 89

Sales Advertising Prioritization Meetings 89

Engage Selling

AUGUST 28, 2020

Right now, you must be micromanaging your metrics. Make no mistake about it. Micromanaging has been given a bad rap. Sure, checking in with your team every 10 minutes asking if they’ve hit their quota for the day is overkill, … Read More »

Sales 135

Sales Sales Leadership Sales Management Leadership 135

Engage Selling

JUNE 18, 2021

This week, I want to discuss your pipeline metrics. Our clients are noticing an unstable marketplace and, if you’re not paying attention to this instability, it can dramatically change your pipeline metrics and lead to disastrous results.

Sales 83

Sales Sales Leadership Leadership 83

Showpad

JANUARY 20, 2020

In recent years, analytics has found widespread adoption in numerous businesses across all areas of operations, including Sales and Marketing. As such, it makes sense that use of the method could also apply to subsets of those major categories, such as the Sales enablement process. Going Broad to Quantify Sales Enablement.

Sales 97

Sales Value Proposition Onboarding Negotiation 97

Hubspot Sales

SEPTEMBER 3, 2019

While tracking metrics is an important activity for all sales organizations, B2B sales teams face unique challenges. In B2B sales, the stakes are often much higher, and closing the deal can be a more involved process. High-performing B2B sales teams consistently measure the health of their business.

B2B 92

B2B Organization Acquisition Sales 92

Hubspot Sales

NOVEMBER 6, 2018

The tenet Beane and the A’s followed enabling them to average more than 93 wins per year for the following eight years had two components: Discard highly valued “vanity” metrics that did not have a significant impact on winning baseball games. The activity metric has been a bad metric from the beginning. Call activity.

Sales 85

Sales Value Proposition Organization Publishing 85

Showpad

MARCH 24, 2021

Sales enablement metrics are the data points you benchmark and track over time pertaining to all facets of your sales enablement program. Analytics in the sales cycle: starter metrics to know. ROI metrics. Then there are the more sales-specific metrics that correlate to: Dollar amounts.

Sales 52

Sales Marketing Leadership Media 52

Sandler Training

DECEMBER 18, 2020

This is as true in the world of sales as it is in any other aspect of business. But for both salespeople and sales leaders, there are a few vitally important questions about performance metrics that often go unanswered. Drucker once famously observed that “What’s measured improves.”

Sales 67

Sales 67

Sandler Training

JUNE 1, 2021

Sales leaders: If you could only track one performance metric to evaluate the performance of a member of your sales team, which one would you choose? The post Measuring and Managing Sales Performance: If You Could Only Track One Metric, Which Would It Be? appeared first on Sandler Training.

Management 87

Management Sales Leadership 87

Hubspot Sales

OCTOBER 19, 2017

As a sales manager or leader, your problem probably isn’t too little data. From the percentage of reps using your CRM and cohort retention rate to average time to hire and sales velocity, there’s a nearly endless list of metrics, reports, and data points. The Most Important Sales Performance Metrics.

Management 124

Management Sales Negotiation CRM 124

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Miller Heiman Group

AUGUST 29, 2019

There’s no question that an effective sales enablement function leads to improved performance and quota attainment. Yet most organizations don’t measure the effectiveness of their enablement efforts, whether it’s sales training , sales coaching or content. Start with Identifying the Right Metrics.

Sales 65

Sales Decision-making Stakeholders Organization 65

Sales Readiness Group

APRIL 18, 2022

Sales managers are responsible for managing, coaching, motivating, and measuring the performance of their teams. Unfortunately, many managers are promoted from sales positions without the skills to effectively take on these new responsibilities.

Sales 62

Sales Sales Management Management Sales Leadership 62

Miller Heiman Group

AUGUST 29, 2019

There’s no question that an effective sales enablement function leads to improved performance and quota attainment. Yet most organizations don’t measure the effectiveness of their enablement efforts, whether it’s sales training , sales coaching or content. Start with Identifying the Right Metrics.

Sales 60

Sales Decision-making Stakeholders Organization 60

Nimble Business Success

DECEMBER 16, 2020

In the era of free content, there’s hardly much info about how to use forward-looking metrics to improve sales on the net. The post How to Use Forward-Looking Metrics to Improve Sales KPIs Today appeared first on Nimble Blog. If you’ve always […].

CRM 63

CRM Sales Management 63

The Center for Sales Strategy

JANUARY 17, 2019

Editor's Note: This post was originally published in Sales & Marketing Management. As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. Unfortunately, this is easier said than done.

Sales Management 68

Sales Management Management Publishing Sales 68

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. These capabilities force Marketing to transition to new metrics for determining effectiveness. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities.

Acquisition 130

Acquisition Sales Decision-making B2B 130

SBI Growth

DECEMBER 14, 2012

Here are the 5 sales metrics CEOs nominated for Sales Metric of the Year. 41 CEO in-person interviews were used to capture 36 sales metrics that CEOs feel “reveal the truth”. These 36 metrics were submitted to an expert panel ( Mark , Tony , Dan , and John ). What is the Look-to-Book sales metric?

Sales 125

Sales eCommerce Meetings Business Services 125

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

Nutshell

JANUARY 26, 2018

In sales and marketing, there are so many ways to pretend you’re doing well. All you have to do is find a couple of metrics that are increasing for your business—any metrics at all, really—and tell your boss, “The numbers are up!”. SALES VANITY METRICS. Number of activities. Are they taking good notes?

Marketing 84

Marketing Media Advertising Sales 84

Aptology

MARCH 2, 2021

Hiring sales reps that will take your business to the next level can feel like a daunting task. The recruitment cycle for sales never seems to get easier, no matter if you’re expanding an already robust sales team or if you’re just starting out with your first new hire. Tips for Hiring Sales Reps for Your Business.

Digitalization 52

Digitalization Sales Onboarding 52

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

SBI Growth

DECEMBER 18, 2012

Buyers are more self-directed and demand a different sales person. And this requires a different sales manager. CEOs that have terminated Sales VPs recently state performance is only part of the reason. The other is the inability to get consistent performance from sales managers. A’ player Sales Mgrs. talent level.

Sales Management 120

Sales Management Management Sales 120

PandaDoc

AUGUST 25, 2019

In today’s competitive market, sales organizations need more than just talented salespeople to generate qualified leads. Sales development teams need the right tools to communicate and grow pipelines. Software-defined radio (SDR) technology empowers sales teams to drive communications forward. Overview of SDR metrics.

Sales 53

Sales Internet Sales Training Negotiation 53

Nutshell

JANUARY 21, 2019

As a sales manager, you know your team’s strengths and weaknesses better than anyone. That being said, an effective sales manager doesn’t rely on intuition alone when deciding how to increase productivity. They analyze metrics over time in order to learn how to best support their team and fine-tune their sales process.

Management 81

Management Sales Sales Management Prioritization 81

RAIN Group

APRIL 27, 2022

Do you know what it’s going to take to reach your sales target? It’s not enough to have a quota or even set goals for yourself—you need to know exactly what to do daily to accomplish your goals.

Meetings 81

Meetings Sales 81

Sales Readiness Group

AUGUST 7, 2023

Creating new sales opportunities and moving them efficiently through the sales process is a critical differentiator of high-performing sales teams. One answer lies in understanding sales velocity - a key metric that offers valuable insights into the sales team's efficiency.

Sales 118

Sales Sales Management Management 118

The Center for Sales Strategy

NOVEMBER 8, 2019

> The 5 Sales Metrics That Every Sales Rep Should Be Tracking As Goals – Databox. Sales management is not for the faint of heart. - MOTIVATION -. Everyone lives by selling something.". Robert Louis Stevenson. AROUND THE WEB -. >

Sales 60

Sales Sales Management Management 60

SBI Growth

APRIL 17, 2018

Sales Leaders need to have their finger on the pulse at all times. Top performing Sales Leaders are always on top of this. They must know whether the team is on track, or not, to hit the yearly goal.

Sales 91

Sales Decision-making Acquisition 91

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

CRM 71

CRM Sales Software Software 71

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, If so, it’s a key metric you might be missing out on. It’s a metric that tells you about the yearly revenue generated by individual contracts. The importance of knowing ACV in sales ACV is an important metric for a variety of reasons. Your current ACVs can help you predict future sales.

Sales 52

Sales Internet Profitability CRM 52