Podcast episode
How to Measure Sales Team Metrics Without Micromanaging | John Sherer
30 Minutes to President's Club2 Jan 202536 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS: Simplify Dashboards: Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks. Trim CRM Fields: Remove unused CRM fields. If you’re not reporting on them or they’re filled with junk data, they’re just slowing you down. Analyze Mature Pipeline: For accurate win rates, focus on qualified deals created in earlier quarters. Allow time for deals to mature before assessing. Core Metrics Dashboard: Track four key metrics—intro meetings, late-stage deals, win rates, and inbound versus outbound pipeline. JOHN'S PATH TO PRESIDENT’S CLUB COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So let's start with this core dashboard. You have your four metrics, which is number of opportunities generated, opportunity size, close rate, time to close. or Dashboard that I'm looking at every single day. Typically and most of the businesses I've been a part of, the deal sizes per segment are very consistent. “So I wanna see intro meetings completed.” I wanna see it by rep. I wanna see it by segment. I wanna see deals that entered late stage. How many deals are actually becoming real? We have very nicely defined deal stages. So that is trustworthy information, that information is useless if you have not defined your deal stages. So those two things are super core to me. And then I wanna see win rates.
You have your four metrics, which is number of opportunities generated, opportunity size, close rate, time to close. or Dashboard that I'm looking at every single day. Typically and most of the businesses I've been a part of, the deal sizes per segment are very consistent. So I wanna see intro meetings completed. I wanna see it by rep. “I wanna see it by segment.” I wanna see deals that entered late stage. How many deals are actually becoming real? We have very nicely defined deal stages. So that is trustworthy information, that information is useless if you have not defined your deal stages. So those two things are super core to me. And then I wanna see win rates. Inbound pipeline versus outbound pipeline. And then I wanna see outbound activity.
But SMB, you're in it every month. Every month, you can kind of rewrite your fate. You can chop the ball, you can let up, or you can really push people. And so those metrics are gonna guide what I'm gonna do in that Monday team meeting. If I feel like we're low on inbound leads and low on pipeline in general, like, yeah, you know what I'm gonna do? “I'm gonna talk about outbound the entire time.” I'm gonna talk about your closed lost opportunities. I'm gonna talk about bringing your manager in on your demos. Let's try to improve the close rates on the deals we have left. And that ebb and flow, you're a driver. Sometimes you're going faster. Sometimes you're switching gears, whatever it is. And the dashboard tells you what to do. Yeah. We always used to look at it as a current quarter,