*Editors Note: Recaps and slide decks from the Sales Hacker Series – Hacking Lead Gen in Atlanta are brought to you by Greg Klingshirn, the Content Marketing Manager at SalesLoft, one of the fastest growing start-ups in Georgia. His goal is to plan and create content to make sales professional’s jobs more productive and enjoyable.
This session is titled 4 Ways To Build A Metrics-Based Sales Coaching Culture by Jon Birdsong, CEO of Rivalry.
Every sales team needs to focus on metrics, but the best one’s learn how to improve them.
What the one thing that’s more important than leads? Your people.
You’ve got to take care of your own reps. In the turmoil of automation and creation, you have to remember that people the center of your team. So how can you make them better?
As you coach your reps, there are four ways you can build a metrics based culture:
1. Define your metrics: What are the 5-7 things that drive your business? Rivalry tracks demos scheduled, demos done, conversations, calls, and emails.
2. Continually monitor: How is your performance constantly being tracked, measured, and optimized?
3. Create a cadence of coaching: What happens in different situations? How well did you perform last week? How will you improve this week? 15five is a great tool to help evaluate yourself and create a conversation between reps and coaches.
4. Refine and Improve: “Every piece of data is an opportunity for improvement” -Trish Bertuzzi
Q. Any “AH-HA!” moments?
A. People don’t usually know the specific metrics that drive their businesses.
Q. How do you identify weaknesses when you don’t know the specifics of a call?
A. People have fundamental problems. As a coach, if a person is having a tough time getting from demos to conversations, the coach can sit in to identify a specific.