Podcast episode
Why Sales Leaders Get Fired: A Sales Metrics Masterclass | Lead Playbook
30 Minutes to President's Club3 Jul 202545 min
Description
Most sales leaders don’t get fired for missing the number, they get fired for not knowing why. In this episode, Armand and Mark walk through the exact metrics framework you need to diagnose problems, report up, and actually run your revenue org. 🎙 ACTIONABLE TAKEAWAYS: Sales leaders fail when they guess instead of use data. Without clear metrics, leaders launch ineffective initiatives, lose team trust, and risk being replaced. Use the RROM framework to map metrics to the customer journey. Track key metrics across six stages: Awareness, Education, Selection, Onboard, Use, and Expand. RESOURCES DISCUSSED: R-ROM Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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Sales, those meetings are turning into opportunities. “And then from there, you literally map out every single stage, how many stage one, how” many stage two, how many stage three, how many stage four, how many stage five opportunities. So that's everything from awareness to selection. Did I miss anything? That's it. Those are the L1 top level lagging metrics that you need to match the financial plan in order for the revenue machine to work.
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. And notice folks, Mark isn't starting with those four areas, for example, and this is one place where people really struggle to communicate upwards is they can't tell the story of what's going on in their business to the
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