BizOps Blog

The Sales Management Blog With A BizOps Spin

Track Stage Duration to close more deals quickly

Stage Duration In The Sales Process

JOHN BYRNE | Jan 04, 2019

We recently examined the power of stage conversion rates and how they’re an awesome tool for sales managers.  In addition to conversion, there’s another very valuable metric when it comes to understanding opportunities’ behavior.  I’m talking about opportunity stage duration. Stage duration paints a vivid portrait of the sales process, both for a team and individual reps.

Create a sales rep dashboard

Creating a Sales Rep Dashboard

MIKE LAWSON | Nov 28, 2018

Dashboards are table-stakes for sales managers.  Sales managers need to know if they’re on track to hit their goals, and if not, which areas need the most attention.

One of the big issues with setting up a sales dashboard is that there are so many potential metrics out there, how do you possibly narrow it down to one screen?

My advice anytime I am setting up a dashboard for a client is to start by keeping it simple. Make sure that if you add a table or chart that it’s relevant toward the business goals you want to drive your sales team to.

Sales reports, templates and tools

Sales Reports: Templates and Tools

GREGORY KESHIAN | Nov 22, 2018

Often, the key to success in business is having the right information to make decisions with. It's also an area of difficulty for many companies. One of the main obstacles to using information effectively is converting data into usable insight. For a sales team, having the right sales reports is essential.

Sales rep scorecard account exec example

What is a Sales Rep Scorecard?

GREGORY KESHIAN | Nov 05, 2018
A sales rep scorecard is a document or application that tracks key performance indicators about members of your sales team.  It is used by sales managers to track and improve the performance of their sales reps. Example sales rep scorecard metrics are: calls, demos set, opportunities created, deals won, bookings, ASP, close rate.
Use Sales Rep Scorecards Strategically

Using Sales Rep Scorecards Strategically

JOHN BYRNE | Nov 05, 2018

A highly functioning, successful sales team is a beautiful thing and a sales manager’s dream. Teams that are driving revenue and exceeding quota are confident and energized. Each salesperson feels like they’re one call or meeting away from their next huge win. That success breeds friendly competition and often spurs reps to smash quotas month after month.

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