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Learn from the brightest minds how to predictably and efficiently grow revenue.
In this episode, Lee and Andy dig into the art and science of selling. They explore the need to align values betweens individual sellers and their managers, the importance of listening to your buyers to determine what processes you implement, and the value of giving your sellers autonomy to find their own unique selling styles.
In this episode, Guy discusses Ebsta’s process for producing insights reports, guiding you through an example from an anonymous company, to help you to understand why you win and lose deals. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded...
In this episode, Lee and Justin discuss the current disengagement among sales reps and how this can be addressed. Justin shares his five-step framework for coaching: Tell, Show, Observe, Coach, Repeat, offering both reps and companies advice for encouraging constant improvement and progression to help with quota attainment.
Tracking Sales Pipeline Velocity: Kevin Mulrane of GlobalWebIndex
Kevin Mulrane jumped onto Sales Operations Demystified to share his knowledge and experience in sales operations and tracking sales pipeline velocity. Check out all the other episodes of Sales Operations Demystified here.
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The blurring of sales leadership and sales operations
Kevin believes that the previously separate professions: sales leadership and sales operations are now blurring. He himself is a VP of sales but still works closely with the single GlobalWebIndex sales operations resource.
From my experience interviewing over 70 sales operations people, I must agree… blending the art and softer skills of sales leadership with the scientific, harder skills of sales operations will lead to more effective sales leaders.
Sales reps need to become the CEO of their own business
Kevin echoes what a number of previous guests have mentioned in regards to empowering sales reps. Kevin ensures that every rep knows their funnel maths e.g. the amount of prospecting they need to do to fill their pipeline. He also works with each individual rep to ensure they understand the impact of small tweaks in conversion rate on overall results.
I agree that this is a very holistic approach to rep productivity, instead of tweaking fields in Salesforce, this method changes the way that reps behave each day.
Track pipeline velocity and customer acquisition cost
Just as Zach Thigpen mentioned, pipeline velocity is a crucial metric to track to understand how fast your deals are moving through the pipeline. Kevin also recommends having a good understanding of your customer acquisition cost to give a better understanding of how effective your sales and marketing efforts are.
“Winning what is winnable”
Too many sales managers work with their reps on the deals that have to the likelihood of closing, yes that deal may enable the rep to smash their quota for the quarter… but if it has a 5% likelihood of closing, is it a good use of your time?
Instead, Kevin focusses his attention and the attention of his reps on the deals that are “winnable”, they may not close that massive deal, but they will have more consistently good performance over time.
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