I think most folks use these metrics very wrong. Trying to backtrack deals from metrics is a recipe for chasing unicorns. Instead, keep these stats, and focus on improving the ones you struggle with, not how much more work you have to do to compensate for the struggle

CuriousFox

WR Officer

🦊

This makes sense.

softwarebro

Politicker

Sales Director

If you are in a BD role I would say this could be helpful data..not so much in enterprise. My opinion the Win/loss metric is Terrible. If you win every deal you aren’t in enough deals.

T3Tony

Valued Contributor

Regional Sales MAnager

@softwarebro Agreed. I've lost some pretty decent SaaS deals over the last quarter just based on how much the industry evolved. What do you think an ideal conversion rate would be in the ENT space?

softwarebro

Politicker

Sales Director

I always look at deals through a “right fit” lens. Meaning how many deals did I lose that were an ideal fit? Those loses are the deals I would give critical reviews. Also Critically look at wins where we weren’t the ideal solution but still won the deal. The enterprise space is brutal so I honestly look at: how many opportunities do you know about and how many opportunities are you working. Of the opportunities that are active, how many of those are ideal. Commit to the ideal and be creative on the rest.

it’s hard to give you a good ratio. Selling ent at Salesforce vs niche fintech would have very different ratio expectations.

Don_Ready

Politicker

It's not always about the top level activity. Instead of calls think conversations. Instead of conversations think convos with VP's and above. It's about identifying what really moves the needle and then figuring out what it takes to get there.

T3Tony

Valued Contributor

Regional Sales MAnager

@Don_Ready Very useful information here. I"m trying to find new ways to measure team activity without being " That Guy"

Don_Ready

Politicker

For sure. I find that if you provide the, "why" behind any metric it really helps put things in perspective. Just remember the best reps don't necessarily have a magic closing technique, they just tend to do the right activities consistently.

MR.StretchISR

Politicker

ISR

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