Know Your Ratios

This week's tip is nice and simple. Know your ratios. Understanding the conversion ratios for each stage of our sales process AND for each salesperson is crucial for three reasons: Planning and projecting Spotting drops in performance Identifying areas for improvement Each of our salespeople work differently. They have various individual strengths and weaknesses and... Continue Reading →

Stage Tenancy

In my first post of the Metrics Series, we looked into Funnel Conversion Rate.  We looked at the importance of uncovering exactly where you lose opportunities throughout the sales funnel. Then, once we have understood where and why, deploying effective sales enablement to drive improvements which have a huge impact on monthly revenue. In the... Continue Reading →

Pipeline Composition

I'm no Mozart, but over the years I've learnt a thing or two about the importance of deal composition in the sales pipeline. In particular, when it comes to submitting a credible and reliable forecast to the powers that be. Initially, there are three key considerations when looking at pipeline composition: Deal Value - Too... Continue Reading →

Pipeline Creation not Curation

Across the land, Sales & Sales Ops Leaders still talk about pipeline coverage. "5x this...", "7x that...". Fine. But if we're honest with ourselves, we know all too well that it’s the fresh juicy new pipeline and the consistency with which we create it that makes forecasting and hitting target so much easier. It's a... Continue Reading →

The Art of the Grand Entrance

Speaking in his “Prospecting in Ludicrous Mode” webinar, Sam Nelson of Outreach mentioned that “first impressions are key”, and like anything worth turning up to, making a grand entrance is necessary. It’s a sentiment that I’ve utilised in the year I’ve been with Kluster, and now seems an apt time to share my take on... Continue Reading →

Up ↑