lol, At the end your guest goes back to activities of how many meetings did you have, how many meetings were completed, how long were those meetings, did you go over did you go under, did you follow the process and how many of those things converted. 1/2 of Sales absolutely is a numbers game.. If you are not having meetings you are not closing sales. If you are not making calls you are not closing sales. a robot will make sales just by asking certain questions. What makes a good sales rep is understanding these things, using them to their advantage and being able to incorporate other skills like situational awareness and reading personality types and adapting to their styles.
wow to hear your story of growing up from a humble back ground to this level and your openness to share your great knowledge learn over the years with others to grow. that's fantastic. please I am just entering into the sales and will really be happy if accept to sacrifice a little of your time from your very busy schedule to mentor me. Thanks very much for accepting me, as you rightly say learning never ends
Glad you enjoyed it. Perhaps my points were taken out of context. Sales KPIs like X sales calls per day, X sales emails per day, X face-to-face meetings per week are not the way to manage sales teams. All those metrics can be gamed, and more often than not, reps behind on their goals will do whatever it takes to keep those numbers up so they can claim they are meeting their required volume. ADS is important, but it can be totally misleading too - i.e., if you sell one $1M deal and four $10K deals, your ADS is $200K. Is it really representative? When I am referring to meetings, I am specifically asking how many meetings you had with a qualified prospect, whether there was a defined agenda and attentive audience for the meeting (demo, proposal review, Q&A session, negotiation, etc.). Details like the meeting duration, whether it went over the scheduled time, and if the key stakeholders attended are crucial. These points provide further validation and demonstrate intent, engagement, and results-driven management of the process to make the sales cycle as short as possible. I am not referring to casual drop-by meetings or impromptu neighborhood visits. Also, I find "a robot will make sales just by asking certain questions" an interesting comment. Emotions are one of the main factors in buying something - studies indicate 90%-95% of the buy decision is based on emotion. You'd have to have some really impressive robots that can understand emotions, body language, buy signals, and situational awareness to know what follow-up questions to ask to connect emotionally and genuinely like that to achieve the only real KPIs that matter. Those are 1) How much did you close? 2) Did you exceed your goals? Thank you for your thoughts.
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It's one of the best videos I have watched. Please listen to it and take notes.
lol, At the end your guest goes back to activities of how many meetings did you have, how many meetings were completed, how long were those meetings, did you go over did you go under, did you follow the process and how many of those things converted. 1/2 of Sales absolutely is a numbers game.. If you are not having meetings you are not closing sales. If you are not making calls you are not closing sales. a robot will make sales just by asking certain questions. What makes a good sales rep is understanding these things, using them to their advantage and being able to incorporate other skills like situational awareness and reading personality types and adapting to their styles.
wow to hear your story of growing up from a humble back ground to this level and your openness to share your great knowledge learn over the years with others to grow. that's fantastic.
please I am just entering into the sales and will really be happy if accept to sacrifice a little of your time from your very busy schedule to mentor me. Thanks very much for accepting me, as you rightly say learning never ends
Glad you enjoyed it. Perhaps my points were taken out of context. Sales KPIs like X sales calls per day, X sales emails per day, X face-to-face meetings per week are not the way to manage sales teams. All those metrics can be gamed, and more often than not, reps behind on their goals will do whatever it takes to keep those numbers up so they can claim they are meeting their required volume.
ADS is important, but it can be totally misleading too - i.e., if you sell one $1M deal and four $10K deals, your ADS is $200K. Is it really representative?
When I am referring to meetings, I am specifically asking how many meetings you had with a qualified prospect, whether there was a defined agenda and attentive audience for the meeting (demo, proposal review, Q&A session, negotiation, etc.). Details like the meeting duration, whether it went over the scheduled time, and if the key stakeholders attended are crucial. These points provide further validation and demonstrate intent, engagement, and results-driven management of the process to make the sales cycle as short as possible. I am not referring to casual drop-by meetings or impromptu neighborhood visits.
Also, I find "a robot will make sales just by asking certain questions" an interesting comment. Emotions are one of the main factors in buying something - studies indicate 90%-95% of the buy decision is based on emotion. You'd have to have some really impressive robots that can understand emotions, body language, buy signals, and situational awareness to know what follow-up questions to ask to connect emotionally and genuinely like that to achieve the only real KPIs that matter. Those are 1) How much did you close? 2) Did you exceed your goals? Thank you for your thoughts.
Great video thank you
Mark, I loved the correlation of hockey and sales where the company and clients are part of the same team.