Why Sales Leaders Get Fired: A Sales Metrics Masterclass | Lead Playbook

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1. 3:43

   We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes. If I see that pipeline generation is down, I know that I might need to focus on top of funnel. And then metrics can tell me where I need to focus. “Yeah, whether it's we're not making enough cold calls or we're not converting enough cold calls.” That's number one. And the number two metrics to your point allow me to tell the story of my business upwards so that my CEO or my other leaders don't literally need to be looking at every single deal in the same way that I am. So those are the two things in mind. They tell me where to focus my attention. They tell me how to tell the story of my business.

   In Metrics

2. 19:26

   work? What are those mini funnels, right? We've got the big funnel of revenue, but inside every area is a mini funnel that we need to make sure we're doing. If my reps are on the phone, I'm going to be looking at number of dials, connect rate, and then how often are they booking meetings when they're on there? And then I'm going to look at emails. “I'm going to look at open rate, reply rate, positive reply rate, and then meetings booked” off for positive reply rate. For social, I'm going to look at DM sent. If we're tracking and we can track replies received, are they positive or negative and are we booking meetings off of them? I have four areas that I can go look and see what's going wrong that's causing those meetings booked to be off.

   In Email sequence performance analysis

3. 20:42

   You need to start with like, okay, the thing that my VP of Sales is looking at is probably pipeline generation. And then if I work my way backwards from pipeline generation, that's like number of SQOs, which is opportunities. And number of meetings is the first thing that feeds into number of opportunities. “And so now I can start to like walk my VP of Sales backward from this is how much pipeline” you need to hit your number. This is how many meetings I need to hit to hit your pipeline goal. And then you can say, oh, our meetings were down. That impacts your pipeline goal. Here are the three things that impact my meeting number.

   In Funnel math

4. 20:47

   pipeline generation. And then if I work my way backwards from pipeline generation, that's like number of SQOs, which is opportunities. And number of meetings is the first thing that feeds into number of opportunities. And so now I can start to like walk my VP of Sales backward from this is how much pipeline “you need to hit your number.” This is how many meetings I need to hit to hit your pipeline goal. And then you can say, oh, our meetings were down. That impacts your pipeline goal. Here are the three things that impact my meeting number. And you can start to educate them upward on why dial count matters or why connect rate matters.

   In Funnel math

5. 20:48

   pipeline generation. And then if I work my way backwards from pipeline generation, that's like number of SQOs, which is opportunities. And number of meetings is the first thing that feeds into number of opportunities. And so now I can start to like walk my VP of Sales backward from this is how much pipeline you need to hit your number. “This is how many meetings I need to hit to hit your pipeline goal.” And then you can say, oh, our meetings were down. That impacts your pipeline goal. Here are the three things that impact my meeting number. And you can start to educate them upward on why dial count matters or why connect rate matters. But if you just jump into those L2 metrics right at the beginning, they get lost in the

   In Funnel math