Coachlasso

VP - Revenue/Growth

Catalyst

Opinionated

Contributor

Reflection—Formal or Informal?

Lots of sales gurus talk about self-reflection and the guide to do it can be super specific...or super abstract.

How do you reflect/reevaluate your sales process? Do you have a particular method? Is it more organic? What stages in the selling cycle do you think are most important for reflection?

Interested to hear what people think works, or what doesn’t.

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14 comments

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Stringer

Arsonist

SDR

Here is my flow.

#'s - Did I send all the emails, calls, LinkedIn, simple crap that I was supposed to? (KPI's)

$'s - How am I tracking on quota? Did I hit previous quotas? (are there any obvious performance concerns?)

%'s - Top to bottom of the funnel - how many new convos did I generate, how many led to a discovery, to a demos, to a close (ratios). Is there anywhere in here that shows a statistical significance? i.e. what did I do very well and what did I do very wrong?

&'s - And who else is in my pipe, that is existing that hasn't closed? (Can I identify why?)

# - $ - % - &

This shows me WHERE. Which is points me to what I need to work on.

The HOW is where experience comes into play. Read books, seek advice, try new things.

Coachlasso

Catalyst

VP - Revenue/Growth

Awesome. Love the “what did I do very well/what did I do very wrong question.” 👏🏼

Stringer

Arsonist

SDR

The very wrong one for me is deals that stall. For the life of me, I have a very hard time getting a stalled deal to close. Maybe I'm at a 30% close ratio for stalled deals.

Coachlasso

Catalyst

VP - Revenue/Growth

That’s interesting. I think the close ratio and the question of “very wrong” is tricky b/c there is so little accurate data in the stall.

Too many other outside influences could factor in (or not).

Stringer

Arsonist

SDR

Exactly. The true game of sales. Whereas an Accountant can't just allow 30% less revenue to show when he knows it's there hahahaha

LordBusiness

Politicker

Chief Revenue Officer

I’ve always felt I do my best reflection when I’m teaching others. Nothing helps to examine process and execution more when trying to explain the win or loss to someone else. If your not a leader, try being a mentor!

Coachlasso

Catalyst

VP - Revenue/Growth

This is great. And now that you mention it, I think that was always true in my mentoring/leadership roles too— well articulated!

SalesPharaoh

Big Shot

Senior Account Executive

Should this email have better been a call? is usually where I mostly reflect.

CuriousFox

WR Officer

🦊

I write down my high and low after each call as I'm updating my notes. What worked well and what could be better. Then I take that information with me to my next call.

Coachlasso

Catalyst

VP - Revenue/Growth

I like how fluid this approach is!

NorthernSalesGuru

Politicker

Manager, Outbound Sales

9/10 when I reflect on a deal i lost, I realize I lost it in discovery....

Ive long held been a proponent that deals are won in discovery

Coachlasso

Catalyst

VP - Revenue/Growth

This is a great takeaway.

Do you (or do you suggest) reflecting after a discovery? To guide your approach with the rest of the deal?

softwarebro

Politicker

Sales Director

For enterprise software: Did we ask the right questions in discovery? Where did we fall flat during the demo? How can we better our messaging in proposals? And the big one - were we priced competitively?

Coachlasso

Catalyst

VP - Revenue/Growth

That pricing question IS a big one.

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Coachlasso

Reflection—Formal or Informal?

14 comments

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