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Know your data. Ask almost any sales manager and they will all know their numbers. BDR Manager: MQLS, Meetings Booked, Meetings Held, SQLs, TT, Dials, prospects added Sales Managers: Revenue, Revenue per Rep, Meetings Held, Conversions between Stages, Win Rate, Number of Lost OPPs, ASP, the list goes on. Ask the best Reps and they know their data AND they know the behaviors associated with that data, at least this has been my experience with the many talented Reps I’ve been lucky enough to work with. My best Reps have/had data that’s not even in Salesforce, personally curated in a spreadsheet or sticky note on their monitors. These reps are mega resilient. They rarely fall into a slump, and when they do they rebound right back on top bc they have historical data tied to selling behaviors. It’s great as a manager to know all your numbers and look good in the forecast or all hands meetings, but it’s a game changer to intimately understand the behaviors asssociated to that data, as opposed to taking wild guesses at why you’re team is performing well or under performing. This is why I think the best managers spend a lot of time in Avoma Chorus, Gong Clari or whatever call analytics tool you have. They are trying to correlate behaviors to success so they can share these behaviors across the team. What’s your favorite call analytics tool, and how do you use it? Would love to hear from both reps and managers here.

The Power of Actionable Reporting for Sales Teams Information is power. Yet, many teams struggle with reports that provide data but lack meaningful and actionable insights. 𝐓𝐡𝐞 𝐂𝐨𝐦𝐦𝐨𝐧 𝐂𝐡𝐚𝐥𝐥𝐞𝐧𝐠𝐞: Many organizations have reporting and dashboards in place, but they often find that these tools fall short in delivering the depth and actionability needed to drive strategic decisions. 𝐀 𝐅𝐨𝐜𝐮𝐬𝐞𝐝 𝐀𝐩𝐩𝐫𝐨𝐚𝐜𝐡: To overcome this, it’s essential to develop reports that not only track performance but also provide actionable information. Key areas to target include: • Funnels and Conversions: Understanding where leads are in the sales funnel and identifying conversion rates at each stage. • Top of Funnel Activities: Monitoring activities like calls, emails, and new contacts created at different stages to measure engagement and outreach effectiveness. • Revenue Creation Reports: Analyzing revenue generation to link activities directly to sales outcomes. 𝐓𝐡𝐞 𝐈𝐦𝐩𝐚𝐜𝐭: With enhanced, actionable reports, sales teams can pinpoint the effectiveness of their efforts. By gaining insights into crucial metrics such as Customer Acquisition Cost (CAC) and churn rates, teams can make data-driven decisions. This ability to see the direct impact of their actions allows sales teams to optimize their strategies, driving better performance and more sustainable growth. 𝐊𝐞𝐲 𝐓𝐚𝐤𝐞𝐚𝐰𝐚𝐲: Actionable reporting transforms data into strategy. By focusing on meaningful metrics, sales teams can not only track their efforts but also understand their true impact, paving the way for more informed and effective decisions. Have you optimized your sales reporting? What metrics do you find most valuable? #Sales #Reporting #DataDriven #SalesSuccess #GTM #RevOps #SalesStrategy

How do you set targets? “Our SDRs hit between 100% – 110% of SQLs every month” – a CRO told me yesterday. “Are we targeting them properly?” he asked. We dug into the data. It showed a different story beneath the surface. “You are measuring their quota attainment,” I explained. “You should be measuring something else: Meetings that SDRs book, which mysteriously DON’T convert into SQLs.” Here is the story behind the data: SDRs were worried about starting the new month at ZERO. So they kept a neat sandbag of 15% – 20% ‘SQL-ready’ leads, that they kept back, in order to kick off the new month. Is this a bad thing? And how do you deal with it? I’m not convinced it’s a sinister deed. It’s just human psychology to seek a safe place, especially if you get mentally beaten up at the end of every month, offered a brief moment of glory, then kicked to the floor and told to start the next on zero. Being an SDR is mentally draining. Here is what I advised: Create an isolated forecasting category for your SDRs, based on a new label for leads: ‘SQL-near ready leads’. These are leads that aren’t ‘qualified’ yet, so they aren’t actual SQLs and no attainment is given for them. But the SDR forecasts they will be SQL-ready next month. SDRs keep their safety net, but still have to balance ‘near-ready’ leads with their quota. Management have forecasting insight into the actual state of leadflow.  Everybody is happy. Sometimes it is easier to work WITH your team, rather than force them to swim against the tide. ----------------- 📌 Hi, I'm Doron. If you are passionate about GTM strategy and sales enablement / training, DM me.

Three minds anyone? Possibly! You can think of sales analytics like your third mind, 𝗽𝗿𝗼𝘃𝗶𝗱𝗶𝗻𝗴 𝘁𝗵𝗮𝘁 𝗲𝘅𝘁𝗿𝗮 𝗶𝗻𝘁𝗲𝗹𝗹𝗶𝗴𝗲𝗻𝗰𝗲 𝗻𝗲𝗰𝗲𝘀𝘀𝗮𝗿𝘆 𝘁𝗼 𝗺𝗮𝗸𝗲 𝘀𝗲𝗻𝘀𝗲 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗱𝗮𝘁𝗮 𝘀𝗼 𝘆𝗼𝘂 𝘀𝘁𝗮𝘆 𝗮𝗵𝗲𝗮𝗱 𝗼𝗳 𝘁𝗵𝗲 𝘀𝗮𝗹𝗲𝘀 𝗰𝘂𝗿𝘃𝗲 𝗮𝗻𝗱 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁𝗹𝘆 𝗴𝗿𝗼𝘄 𝘆𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀. Two important uses spring to mind: 1 𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘇𝗮𝘁𝗶𝗼𝗻 is often the most effective way to utilize data-driven insights for sales growth. Without them, you can't tailor your sales messages and make your prospect feel valued and understood. How about suggesting a newer version of a project management tool your customer bought from you? Or a useful API or bolt-on to an existing software suite your customer uses? This level of personalization fosters customer engagement, loyalty – and ultimately leads to higher conversion rates and new customers. 2 The second most important use of sales analytics is this: 𝗔𝗻𝗮𝗹𝘆𝘇𝗶𝗻𝗴 𝗱𝗮𝘁𝗮 𝗳𝗿𝗼𝗺 𝘀𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝘀𝗮𝗹𝗲𝘀 𝗶𝗻𝘁𝗲𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝘀 – because it allows you to identify patterns and best practices that lead to success. For example, you can assist your sales reps to make informed decisions by analyzing data from closed deals – sales rep interactions, what was said, how the lead was acquired, how long it took to close the deal, etc. Machine learning (ML) finds patterns and generates data-driven insights for you. You can then leverage this valuable information and scale it company-wide to assist your sales reps and teams to improve sales. If you'd like to read more ideas and specific examples, take a look at "How to Harness the Power of Data-Driven Insights" here: https://lnkd.in/gTkVZqBP #business #analytics

Three minds anyone? Possibly! You can think of sales analytics like your third mind, 𝗽𝗿𝗼𝘃𝗶𝗱𝗶𝗻𝗴 𝘁𝗵𝗮𝘁 𝗲𝘅𝘁𝗿𝗮 𝗶𝗻𝘁𝗲𝗹𝗹𝗶𝗴𝗲𝗻𝗰𝗲 𝗻𝗲𝗰𝗲𝘀𝘀𝗮𝗿𝘆 𝘁𝗼 𝗺𝗮𝗸𝗲 𝘀𝗲𝗻𝘀𝗲 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗱𝗮𝘁𝗮 𝘀𝗼 𝘆𝗼𝘂 𝘀𝘁𝗮𝘆 𝗮𝗵𝗲𝗮𝗱 𝗼𝗳 𝘁𝗵𝗲 𝘀𝗮𝗹𝗲𝘀 𝗰𝘂𝗿𝘃𝗲 𝗮𝗻𝗱 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁𝗹𝘆 𝗴𝗿𝗼𝘄 𝘆𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀. Two important uses spring to mind: 1 𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘇𝗮𝘁𝗶𝗼𝗻 is often the most effective way to utilize data-driven insights for sales growth. Without them, you can't tailor your sales messages and make your prospect feel valued and understood. How about suggesting a newer version of a project management tool your customer bought from you? Or a useful API or bolt-on to an existing software suite your customer uses? This level of personalization fosters customer engagement, loyalty – and ultimately leads to higher conversion rates and new customers. 2 The second most important use of sales analytics is this: 𝗔𝗻𝗮𝗹𝘆𝘇𝗶𝗻𝗴 𝗱𝗮𝘁𝗮 𝗳𝗿𝗼𝗺 𝘀𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝘀𝗮𝗹𝗲𝘀 𝗶𝗻𝘁𝗲𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝘀 – because it allows you to identify patterns and best practices that lead to success. For example, you can assist your sales reps to make informed decisions by analyzing data from closed deals – sales rep interactions, what was said, how the lead was acquired, how long it took to close the deal, etc. Machine learning (ML) finds patterns and generates data-driven insights for you. You can then leverage this valuable information and scale it company-wide to assist your sales reps and teams to improve sales. If you'd like to read more ideas and specific examples, take a look at "How to Harness the Power of Data-Driven Insights" here: https://lnkd.in/gs7aKWZU #business #analytics

Three minds anyone? Possibly! You can think of sales analytics like your third mind, 𝗽𝗿𝗼𝘃𝗶𝗱𝗶𝗻𝗴 𝘁𝗵𝗮𝘁 𝗲𝘅𝘁𝗿𝗮 𝗶𝗻𝘁𝗲𝗹𝗹𝗶𝗴𝗲𝗻𝗰𝗲 𝗻𝗲𝗰𝗲𝘀𝘀𝗮𝗿𝘆 𝘁𝗼 𝗺𝗮𝗸𝗲 𝘀𝗲𝗻𝘀𝗲 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗱𝗮𝘁𝗮 𝘀𝗼 𝘆𝗼𝘂 𝘀𝘁𝗮𝘆 𝗮𝗵𝗲𝗮𝗱 𝗼𝗳 𝘁𝗵𝗲 𝘀𝗮𝗹𝗲𝘀 𝗰𝘂𝗿𝘃𝗲 𝗮𝗻𝗱 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁𝗹𝘆 𝗴𝗿𝗼𝘄 𝘆𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀. Two important uses spring to mind: 1 𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘇𝗮𝘁𝗶𝗼𝗻 is often the most effective way to utilize data-driven insights for sales growth. Without them, you can't tailor your sales messages and make your prospect feel valued and understood. How about suggesting a newer version of a project management tool your customer bought from you? Or a useful API or bolt-on to an existing software suite your customer uses? This level of personalization fosters customer engagement, loyalty – and ultimately leads to higher conversion rates and new customers. 2 The second most important use of sales analytics is this: 𝗔𝗻𝗮𝗹𝘆𝘇𝗶𝗻𝗴 𝗱𝗮𝘁𝗮 𝗳𝗿𝗼𝗺 𝘀𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝘀𝗮𝗹𝗲𝘀 𝗶𝗻𝘁𝗲𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝘀 – because it allows you to identify patterns and best practices that lead to success. For example, you can assist your sales reps to make informed decisions by analyzing data from closed deals – sales rep interactions, what was said, how the lead was acquired, how long it took to close the deal, etc. Machine learning (ML) finds patterns and generates data-driven insights for you. You can then leverage this valuable information and scale it company-wide to assist your sales reps and teams to improve sales. If you'd like to read more ideas and specific examples, take a look at "How to Harness the Power of Data-Driven Insights" here: https://lnkd.in/gmX2wU7t #business #analytics

Join me at our upcoming Webinar! Why Salesforce + Data Integration is Important to the Sales Leader   Date & Time Jun 26, 2024 11:00 AM US Central Time.   Attention Sales Leaders! Are you ready to unleash the full potential of your sales organization and drive unprecedented growth? Join our exclusive webinar, "Why Salesforce + Data Integration is important to the Sales Leader," featuring Greg Ernst, CVP Americas Sales at Intel Corporation. In this power-packed session, you'll discover how harnessing the synergy between Data Analytics and Salesforce can propel your team into the modern sales era. Gain invaluable insights on: 1. Leveraging unified customer data and real-time insights to personalize engagements and accelerate deal cycles. 2. Automating processes and eliminating redundancies to boost sales productivity. 3. Enabling data-driven decision-making and intelligent pipeline management. Plus, get an inside look at how Access Global Group and PeerIslands can help you achieve the vision of Salesforce-enabled data engineering through their cutting-edge solutions and expertise. Don't miss this opportunity to learn from an industry heavyweight and explore common use cases that will empower your sales leaders to unlock new revenue streams and outpace the competition. Save your spot now for this webinar on June 26th at 12:00PM EST! https://lnkd.in/guX464py   Speakers: Greg Ernst, CVP Americas Sales at Intel Corporation Jason Mitchell, CEO at PeerIslands Tom Harding, SVP Sales at Access Global Group

📊 Transform Your Sales Strategy with Data Analytics in 2024! 🚀 Unveil the power of data-driven selling with our insightful blog: "Leveraging Data Analytics for Sales Success: A Guide to Data-Driven Selling" 💡📈 ➡️ https://lnkd.in/gduugs3D Dive into the world of data analytics and discover how it can revolutionize your sales approach. From pinpointing your target market to customizing your sales messages and streamlining processes, our guide offers cutting-edge strategies to enhance your sales outcomes. 📝📊 Embrace the future of sales where data leads the way to success. Whether you're a seasoned sales professional or a budding entrepreneur, these insights are vital for staying ahead in the competitive market of 2024. Step up your sales game with data! #DataDrivenSales #SalesSuccess #AnalyticsInSales #BusinessGrowth #2024Trends #SalesStrategies #CustomerInsights #SalesInnovation #DataAnalytics #TargetedSelling 👍 Like, 💬 Comment, and 🔁 Share to help others harness the power of data in sales

In this power-packed session, you'll discover how harnessing the synergy between Data Analytics and Salesforce can propel your team into the modern sales era. Gain invaluable insights on: 1. Leveraging unified customer data and real-time insights to personalize engagements and accelerate deal cycles. 2. Automating processes and eliminating redundancies to boost sales productivity. 3. Enabling data-driven decision-making and intelligent pipeline management. Plus, get an inside look at how Access Global Group and PeerIslands can help you achieve the vision of Salesforce-enabled data engineering through their cutting-edge solutions and expertise.

Data- A Double-Edged Sword! A powerful tool for Lead Generation, only if it's managed effectively. I've seen it work wonders at both the beginning and end of the sales cycle: 𝐀𝐭 𝐭𝐡𝐞 𝐒𝐭𝐚𝐫𝐭: We all need good leads, and data is key to finding them. But gathering information from various sources and then cleaning, organizing, and reviewing it in spreadsheets?  That's a massive time suck. 𝐀𝐭 𝐭𝐡𝐞 𝐄𝐧𝐝: The same data becomes gold again! We use it to analyze everything from contact timelines to conversion rates, building insightful dashboards. But those numbers only tell the story if they're accurate and presented clearly. 𝐓𝐡𝐞 𝐏𝐫𝐨𝐛𝐥𝐞𝐦 𝐢𝐧 𝐁𝐞𝐭𝐰𝐞𝐞𝐧: The big issue lies in what happens to that data between the initial lead capture and the final analysis. Often, it gets neglected and becomes a messy "data dump." 𝐓𝐡𝐞 𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: 𝐀 𝐒𝐭𝐫𝐨𝐧𝐠 𝐃𝐚𝐭𝐚 𝐏𝐫𝐨𝐜𝐞𝐬𝐬 Navigating data from a simple spreadsheet to an actionable dashboard requires a well-defined process. At Aims Consulting Services, we've built a proven blueprint for this journey. 𝐇𝐨𝐰 𝐖𝐞 𝐂𝐚𝐧 𝐇𝐞𝐥𝐩: We're now offering data consulting services, helping you build a data cycle that works from start to finish. Connect and explore synergy to better your data process. DM/Email at priyank.dosani@aimsconsulting.in to know more: #sales #dataanalysis #datamanagement #dataservices #B2B #B2Bleadgeneration #B2BSales