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.
Fast growing companies need to double down on sales coaching and use data to motivate sales reps to be a top performer.

How Fast Growing Companies Create Dynamic Sales Targets

GREGORY KESHIAN | May 15, 2019
For fast growing companies, the business is evolving and growing so quickly that territories, quotas and goals are constantly changing. The solution is to double down on coaching, and use data to challenge sales reps to push themselves to be the best. We work with a lot of fast growing companies, and here's how to set dynamic sales targets that will keep the good times rolling.
Baseball scoreboard and thinking about sales metrics

Adding Context to Your Sales Data

MIKE LAWSON | Apr 30, 2019

Last night while attending a Red Sox game I found myself staring at one of the scoreboards looking at stats. They really didn’t help me drive any meaningful insights. Steve Pearce was at the plate with runners on base and I wanted to know: what are the chances he knocks one over the monster and gives the Sox the lead.

The scoreboard was showing that Steve Pearce in night games has 87 home runs. At first glance this seemed like a useful data point. It's a night game, Steve Pearce is batting and I know how many home runs he has hit in the past.

Rekener enables data-driven sales coaching with Sales Rep Scorecards.  This blog post covers the business case and methodology that you need to succeed with data-driven sales coaching.

Business Case and Playbook for Data-Driven Sales Coaching

ALEX LAATS | Apr 19, 2019
Data-driven sales coaching can have a direct impact on quota achievement. If you're considering an investment to improve data-driven sales coaching, you'll need a business case to support the investment and a playbook to get you there. In this post, we'll give you hard numbers from the best research and share our recommendations.

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