Mike Lawson

Profile picture for user Mike

Mike is a BizOps Strategist at Rekener. Mike works with Rekener customers to help them optimize their analytics and go-to-market strategy using the Rekener Platform. Working with dozens of best-in-class businesses gives Mike a diverse perspective on best practices for analytics, operations and strategy. Prior to joining Rekener, Mike held Sales and Operations positions at Carbon Black, Confer, and ZeroTurnaround. Mike's sales background keeps him focused on helping the teams on the front lines achieve their goals.

Posts by this Author

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.

Managing BDRs With Account Coverage

Managing BDRs with Account Coverage

MIKE LAWSON | Nov 01, 2018

One of the more sophisticated metrics I build out for customers on a daily basis is Account Coverage. The goal of this metric is not simply to understand how many calls or emails a rep is sending. Instead, the goal is to find out who specifically they're reaching out to.

Having been both an SDR and Account Executive for multiple organizations I can understand that every company requires a different outreach strategy.

Pipeline Coverage

Pipeline Coverage - Secret Weapon for Sales Managers

MIKE LAWSON | Oct 19, 2018

One of the most common questions that sales managers ask their reps is, “Do you have enough pipeline to hit your goal?”. In my experience, the correct answer back to any sales leader is always, “There is no such thing as enough pipeline, I will go find more!”. In this post we'll explore how to answer this question with metrics, and how you can gain confidence in your pipeline.

Scoring Sales Reps

Why You Should Be Scoring Sales Reps

MIKE LAWSON | Aug 09, 2018
It's hard to parse through dozens of KPI's to figure out which reps are performing well. A great approach is to weight each of these KPI's and score reps based on a combination of all of them. Read on to hear the challenges with assessing reps across dozens of metrics, and why scoring can lead to better coaching and output.