Moneyball
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Drivers and Your Salespeople Need to be Patient
- November 30, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In order to create urgency and accelerate the sales process, your salespeople actually must slow down their meetings. Instead though, in much the same way that I rush to get to my next meeting, they rush to the presentation or demo. To make matters worse, your prospects want your salespeople to present and conduct demos. They want prices and proposals and your salespeople are too willing to oblige.
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Sales Traction – The Key to Measuring the #1 Sales Competency
- November 16, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the KPI’s I introduced in my Moneyball article two months ago was Traction, the ratio of suspects that become prospects. Using the Baseline Selling process, that is also the ratio of opportunities that move from 1st base to 2nd base. Translating that one more time, it is the number of 1st meetings that move to “we have a real opportunity here”.
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Does Moneyball Work for the Sales Force?
- September 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s funny – the way those statisticians arrived at the new baseball statistics are similar to the old sales metrics we used where we calculated the number of attempts, conversations, first meetings, presentations, and proposals required to close 1 deal. But those metrics are not enough anymore and attempts and conversations are no longer the default method for how sales opportunities come to be.
What if we included the following new KPI’s as the Sales Force’s version of Moneyball?
