B2B Revenue Leadership Show - PodCast on your Favorite PodCast player collective ’s Post

Well, if I lose some deals but win others, and my achievement rate is 170%, does my win rate still need questioning? 🤣

Another spot-on sales commentary segment. Knowing why you’re investing time and energy into every opportunity is one of the most powerful skills a salesperson or sales leader can possess. Always be qualifying. Objectively. Not emotionally. This is also why it’s important to assess close rates by salesperson, whenever possible. Each of us have our strengths and weaknesses when it comes to qualifying. I’ve worked with quota-busting sales professionals in the same industry that have anywhere from a 12% close rate, all the way up to 60%. And there were logical reasons for each. Different approaches, different qualifying techniques, different customer and project types, and various opportunities for improvement. One-size-fits-all performance management is highly ineffective.

The deals you lost, are the deals you never knew about those are the worst ones.

Genius, 1) we want revenue and profit to go up and 2) anyone can be busy

Focused engagement with a plan and purpose to drive revenues - not win rates - couldn’t agree more. Let’s get back to basics and sell.

Win rate is like many of the sales metrics that are tracked today. They are useless and tell you nothing wins can be turned something so useless. Since mist companies force deals into the pipeline that do not belong of course win rate goes down. Since many companies have a sub optimal or ineffective deal review process teams work on deals they should not. Win rate of course goes down. We all know win rate is BS. Win rate is measured because management can then point to the salesperson as the reason. Anyone knows the correct metric to look at is revenue per sales head and revenue per sales resource. This metric has fallen out of favor because there is no getting around the fact that when revenue per head falls it is an indicator that operations and management are not effective! Revenue per head goes directly to how much time your teams spend with people that buy. The more time spent with prospects taht buy the more revenue goes up and cost of sale goes down. Build the largest pipe you can and then have a gret qualification and deal review ori=ocess. Then measure revenue er sales head!

Love it. Win Rate is something set by someone who isn't in sales to say they have done their job and is a box ticked on their KPI's.

Would love to hear your perspective and honest appraisal of the other side of this, the crazy, nutty system of setting sales targets. Have yet to experience a target setting system that makes any sense. Horse trading at best, and then we in the field are expected to hit or exceed that pulled out of the air target.

Anyone could be busy, but few people could sell!! 💯

True