Exceeding Quota with Data-Driven Sales Management

Maximizing Reps Sales performance is the number one objective for Sales Leaders. We have published a step-by-step guidebook that does just this – Maximize Sales Performance. But in short, the following details what every Sales Leader needs to know like the back of their hand.

Prior 1:1s with the reps, I did what I could in pulling as much pipeline information and history as I could – this was a lot of work and I didn’t trust the information. The various ways deals were closed or manipulated or the lack of sufficient information always seemed to be a problem for my reports. Without a consistent process, what one rep said was a 50%, another might say is 75% – there was a lot to adjust to. With so little time and so many reps to strategize with – it left out the potential to really maximize the chance of winning the deals and to help develop the non A-players. That 1:1 time could have been spent so much better if the rep and I had a head-start.

Having the proper sales management is a great way to increase sales opportunities. Which breaks down into the following 5 steps:

1. The Number
1. a) Predict what will close in the pipeline
2. b) Predict any additional pipe that is yet to be generated and closed within this sales period
2. Cycle Time & ASP
1. a) Determine how long does it take to win a deal and what is the Average Selling Price (ASP)
3. Confirm the Pipeline
1. a) Build practices that will allow you to look upon past quarters and find consistency
2. b) Know the composition of the pipeline and what happened to it each quarter
4. Metrics to Help Reps Improve Performance
1. a) Look up certain metrics to set benchmarks for your team
2. b) Example: Are we winning commits?
5. Tracking Status
1. a) Follow up, consistency is key!

These strategies will help blow out your number and get the entire team exceeding quota. Using these data-driven best practices, you’ll be able to keep score, react in time and have confidence as you guide your team. Again, there is a free guidebook on this here – I encourage you to download it. Side note – CSO Insight’s, Barry Trailer has an incredibly insightful blog with research that identifies the “Silver Bullet” to increase quota attainment.

Want to learn more about TopOPPS? Enter your email to watch our demo video!

TopOPPS Sponsors SuiteWorld: Introducing Sales Automation for NetSuite CRM

Amy Kohl Comments are off

Predictable Revenue Generation for Netsuite CRM AI Assisted Forecasting & Pipeline Management LET’s MEET AT SUITEWORLD! BOOTH #949 Reserve an appointment with the expert TopOPPS team and learn how the simple implementation of an AI-driven sales tool can increase revenue by 11%! All registrants are entered to win $100 cash

Webinars & events

March 1, 2018

Upcoming Webinar: It’s Time to End the Forecast Games

Amy Kohl Comments are off

It’s Time to End the Forecast webinar | Wednesday, april 18 CRM data is out-of-date and inaccurate. As a result, forecasts are incorrect. Senior management knows not to trust the forecast and reps and managers scramble at the close of every quarter to make the number…stop playing games with your

Webinars & events

January 26, 2018

Sales Pipeline Coverage… are we just humoring ourselves?

Jim Eberlin Comments are off

What’s your pipeline coverage? We all feel good about 3x pipeline. But what did you do to confirm the quality of that 3x pipeline? Most sales leaders are burdened with spending a lot of time vetting opportunities with reps. Considering all the other work that has to be done to

Blog, Guidebooks

December 1, 2017

The Sales Process Evaluation Guidebook: How to Create a Winning Sales Process Part2

Jackie Hayden Comments are off

Download this guidebook for a sales process evaluation with practical recommendations to help you identify the current state of your sales process, understand the areas in need of improvement, and take the necessary execution steps to positively impact revenue. With this evaluation you will learn how to: Formalize your sales

Guidebooks

November 6, 2017

AI: The Science to Help the Art of Sales

Amy Kohl Comments are off

On-Demand Webinar with experienced sales leaders Steve Demarco & Jim Eberlin Originally Recorded on Wednesday, November 15th Learn how Artificial Intelligence provides the science to help the art of sales. Ever have that sinking feeling when asked “What number are you going to hit this quarter?” Especially when asked by

Webinars & events

October 17, 2017

Guidebook: Sales Forecasting Solution: How to Become Best-in-Class

Jim Eberlin Comments are off

What would a 11-13% increase in quota attainment, win rate and revenue plan attainment mean to your business? On a $10M quota for the sales team, this could mean $1.1M to $1.3M in more revenue. And what if you could achieve this without adding sales resources or spending more on

Guidebooks

September 19, 2017

“Sales Process or Die”Webinar with Barry Trailer (transcript)

Amy Kohl Comments are off

Most companies think of Sales Process and simply say “Yeah, we got that” while viewing it as a 3 step linear journey; we go from prospecting, to discovering, and ultimately closing the deal while delivering the numbers necessary for quota. Until recently, the way to look at Sales Performance was

Analysts on TopOPPS, Webinars & events

September 18, 2017

Webinar: Sales Process or Die with Barry Trailer Blog

Amy Kohl Comments are off

Originally Recorded on Thursday, August 24th IBM for decades was famous for its short and pithy mantra: THINK. Apple made hay with its partially cheeky, partially pithy slogan: THINK DIFFERENT. When it comes to sales process, what impact it has on overall performance, predictability, and personnel, here’s an updated bit of advice: THINK AGAIN.

Webinars & events

Return to Blogs

Upcoming Webinar: It’s Time to End the Forecast Games_kmq.push(["trackClickOnOutboundLink","link_5ada166a0b3da","Article link clicked",{"Title":"Upcoming Webinar: It&#8217;s Time to End the Forecast Games","Page":"Exceeding Quota with Data-Driven Sales Management"}]);

Sales Pipeline Coverage… are we just humoring ourselves?_kmq.push(["trackClickOnOutboundLink","link_5ada166a0baba","Article link clicked",{"Title":"Sales Pipeline Coverage&#8230; are we just humoring ourselves?","Page":"Exceeding Quota with Data-Driven Sales Management"}]);

AI: The Science to Help the Art of Sales_kmq.push(["trackClickOnOutboundLink","link_5ada166a0c9d3","Article link clicked",{"Title":"AI: The Science to Help the Art of Sales","Page":"Exceeding Quota with Data-Driven Sales Management"}]);

Guidebook: Sales Forecasting Solution: How to Become Best-in-Class_kmq.push(["trackClickOnOutboundLink","link_5ada166a0d0bb","Article link clicked",{"Title":"Guidebook: Sales Forecasting Solution: How to Become Best-in-Class","Page":"Exceeding Quota with Data-Driven Sales Management"}]);

“Sales Process or Die”Webinar with Barry Trailer (transcript)_kmq.push(["trackClickOnOutboundLink","link_5ada166a0d7ed","Article link clicked",{"Title":"&#8220;Sales Process or Die&#8221;Webinar with Barry Trailer (transcript)","Page":"Exceeding Quota with Data-Driven Sales Management"}]);

Webinar: Sales Process or Die with Barry Trailer Blog_kmq.push(["trackClickOnOutboundLink","link_5ada166a0dfd0","Article link clicked",{"Title":"Webinar: Sales Process or Die with Barry Trailer Blog","Page":"Exceeding Quota with Data-Driven Sales Management"}]);

Jim Eberlin

Upcoming Webinar: It’s Time to End the Forecast Games

Sales Pipeline Coverage… are we just humoring ourselves?

AI: The Science to Help the Art of Sales

Guidebook: Sales Forecasting Solution: How to Become Best-in-Class

“Sales Process or Die”Webinar with Barry Trailer (transcript)

Webinar: Sales Process or Die with Barry Trailer Blog