BizOps Blog

The Sales Management Blog With A BizOps Spin

Top sales metrics June 2019

Top Sales Metrics June 2019

GREGORY KESHIAN | Jul 01, 2019

At Rekener, we've compiled a glossary of sales metrics.  These KPIs help sales leaders manage their business and get better performance from their teams and reps by driving them in the right direction.

Our metrics glossary describes each sales metric, what it's used for, some example calculations, and also how to calculate it using Salesforce or HubSpot CRM data.  We generate a fair amount of web traffic of sales leaders coming to our site to learn how to calculate these KPIs for their teams. 

Account based selling has huge potential.  But there are also pitfalls.  This post shares four common pitfalls and how to overcome them.

Top 4 Account-Based Selling Mistakes to Avoid

GREGORY KESHIAN | Jun 27, 2019
Account-based selling (ABS) approaches are increasingly common.  Most B2B sales organizations put an account-based strategy in place at some point.  Account-based selling can be really effective.  It ensures reps are targeting the best accounts, which either marketing or sales leadership has identified.  ABS can drive your business forward strategically by going after the best logos.  But, there are lots of ways that account-based selling can fail.  When this happens, it derails your reps, wastes lots of time, and frustrates everyone involved. Below, we'll look at 4 common pitfalls that can make your account-based selling strategy go down in flames.  And, of course, we'll show you how to avoid them!
Sales velocity formula

Breaking Down Sales Velocity

JOHN BYRNE | Jun 12, 2019

Sales Velocity is a powerful diagnostic tool for sales leaders because it captures the three metrics managers value most when evaluating reps on bottom-of-the-funnel KPIs:

  • What percentage of deals is a rep winning?

  • What’s the average size of those won deals?

  • How long does it take to win a deal?

Acquia is automating analytics and improving sales performance with Rekener's Sales Rep Scorecards.

Case Study - Acquia Levels Up Sales Performance Reviews with Sales Rep Scorecards

GREGORY KESHIAN | Jun 10, 2019
Acquia is the open source digital experience company, and provides the world’s most ambitious brands the leading cloud platform for building, delivering, and optimizing digital experiences.  With more than 100 reps on their sales and account management teams, Acquia places huge value on sales analytics and performance reviews. This case study tells the story of how Acquia is using Sales Rep Scorecards to automate analytics and improve sales performance.
Lead conversion cohorts by week

Lead Response Analytics - Digging up Gold

GREGORY KESHIAN | Apr 11, 2019

Sales leaders worldwide use Rekener's Sales Rep Scorecards to get better results from their sales teams.  I'm one of them.

At Rekener, we generate a few dozen inbound leads every week, and they get routed to our sales.  Our sales team follows up with those leads to set demos.  I encourage them to try at least 5 times to call each lead.

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