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When was the last time you considered deal size as a key component in assessing an opportunity? Sales managers often overlook the size of individual opportunities in the sales pipeline. While the average size of deals is an important metric to examine, segmenting big deals from average (or small deals from average) provides a much …

Over the weekend, an acquaintance called me. This was weird, since this particular person has never, ever called me (our relationship had strictly been text-only). This was red flag number one. “Hey, what are you up to today?” she asked. “Uh, I’m not sure yet,” I said cautiously. Asking about my free time? Red flag …

Welcome to Metric Monday, our weekly series detailing the critical metrics you need to track and understand to become a metric driven sales leader. Today’s Metric: Month-to-Date Bookings Goal The number you are measured against is your monthly quota. This magical number is grounded in past results, while simultaneously raising the bar for expected sales …

Modern marketing preaches the ability to measure what’s working on your company’s website, and what’s not. Tracking where leads come from – like LinkedIn, Facebook, or Google AdWords – is easier than ever before with marketing automation tools that empower marketers to run their department by the numbers. But sales teams are also ready to build a …

In a data-driven culture you are held accountable for the results you produce. For a VP of Sales this means guiding your team to the monthly quota. Leads are important for building up your team’s sales funnel, but opportunities in the closing stages become the priority at the end of the month. In 3 steps we …

One thing I love asking sales leaders is “Do you know how long your sales cycle is?” The exchange usually goes something like this: “How long is your sales cycle? Do you know?” “Oh sure, it’s typically a 6 month cycle.” “How do you know?” “Well, there’s a 1 month trial and it usually takes …

The sales cycle is one of the most important metrics sales managers should track with Salesforce data. The easiest to estimate and most commonly viewed version of the sales cycle is the average number of days to close a deal. But there are three other sales cycle drill downs that provide you with valuable information about …