Sandbagger31

VP Sales

Key Metrics

Hey All you software slanging brothers and sisters,

I have a question for you all. I recently was promoted into a Sales Management position and I want to shake up the typicaly Metrics we use. Personal Preference but I will never track calls or talk time, sorry if you think thats important but I dont. I care a ton about building business and forecasting so Total Pipe, Pipe created, and % coverage are important to me. If you could have a few metrics be used what would they be?

Appreciate you all.

☁️ Software Tech

🧢 Sales Management

11 comments

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Beans

Big Shot

Enterprise Account Executive

Close won %
A Ratio of discos booked to calls
A % of Discos progressing
Pipe gen

Sandbagger31

Member

VP Sales

Love it!!

poweredbycaffeine

WR Lieutenant

☕️

Meetings held
Opps created
Opps Closed
ACV

Conversion rate between those first three, plus the ACV of their book, will tell a rep how many meetings they need to deliver in order to close business. The inputs to get there can be flexible, but these are what matters. Not enough meetings to get to their goal? Book some more then!

Sandbagger31

Member

VP Sales

This is great. Its a contact sport.

CuriousFox

WR Officer

🦊

This is the correct way.

1nbatopshotfan

Politicker

Sales

@Beans dropped a lot of good ones. I would add:
New Logos
Upsell Opps and value
Lost Upsell.

These will help suss out your actual hunters and will show client loyalty etc.

Sandbagger31

Member

VP Sales

Love that, New logos are handled by another team but the idea of vetting upsell vs crossselling is huge.

Diablo

Politicker

Sr. AE

We also look at slow months so we know what extra efforts can be put during cold months. But you have some great pointers below

Sandbagger31

Member

VP Sales

Also great to look at.

Justatitle

Big Shot

Account Executive

Pipeline coverage for quota, usually you want 4x coverage to get to quota, close rate, self generated pipeline vs BDR pipeline and close rate in both.

Sandbagger31

Member

VP Sales

appreciate this!!!

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Sandbagger31

Key Metrics

11 comments

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