Podcast episode
Driving Accountability and Empowering Sales Teams for Peak Performance (Jason Bay, Outbound Squad)
30 Minutes to President's Club4 Jul 202434 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability and goal achievement. When implementing new initiatives, enlist team members who excel in those areas as champions. Their involvement and sharing of experiences will enhance adoption and effectiveness across the team. Utilize top-performing team members to shape and structure enablement sessions. This ensures that training content is practical, comprehensive, and directly applicable to real-world scenarios. Calculate the number of opportunities and meetings needed to meet sales quotas based on win rates and conversion rates. This systematic approach provides clarity and a roadmap for achieving sales targets effectively. PATH TO PRESIDENT’S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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calls you need to run to have those opportunities. And then you're going to work down into your pipeline coverage target. If you have 4x pipeline coverage, let's say you know that I need to have four times the amount of opportunities to meet my target. So you're going to find a way to work down into how many intro meetings do I need down “to how many outbound activities do I need in order to get those meetings?” You literally want to have a number that says every day I need to do 26 outbound activities to hit my target. Let's go. What's number two? Number two is enablement on tactics way more than process. I work with a lot of really large sales teams and I think the larger your company gets, the larger the enablement team gets.
And then you're going to work down into your pipeline coverage target. If you have 4x pipeline coverage, let's say you know that I need to have four times the amount of opportunities to meet my target. So you're going to find a way to work down into how many intro meetings do I need down to how many outbound activities do I need in order to get those meetings? “You literally want to have a number that says every day I need to do 26 outbound activities” to hit my target. Let's go. What's number two? Number two is enablement on tactics way more than process. I work with a lot of really large sales teams and I think the larger your company gets, the larger the enablement team gets. And I love enablement folks. I love ops folks, but there can be this motion inside the company where we spend hours on
Let's use that as the win rate. So when someone enters qualified pipeline, weighted pipeline, whatever you call it, if around 30% of those close, that's a kind of a good standard benchmark to work with. The next one I would look at is conversion rate of first meeting into op. So your stage one or stage two into weighted pipeline. And then what I would look at “is somewhere around 60 to 80 outbound activities” it takes to land a meeting. So you could use that as a rough starting point. And I think the big thing is that whatever you decide to start with, make sure that you're tracking it properly. If you're managing a group of account executives, make sure that they're using the outreach tool and make sure that they're actually logging the tasks so you guys can build some good accurate data.
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that's the type of stuff that I would look at in the accounts that they're working, is who is actually getting these touches, and the SDR can provide some pushback to the AE. So AE goes high, SDR goes low. That's a really easy way to do it. The other thing that you can do that gets really interesting too is you can say, hey, “we're going to split by persona, industry, use case, account size, et cetera.” So what you might do is you might say, hey, SDR that has three months of career experience, you also might split up the work with the account. I'm a really big fan of, hey, do the account planning together, have the AE bring the account plan essentially to the SDR of who we want to reach out to, and the SDR does a lot of
start with the number of opportunities you need to get to hit your quota, and then back it out from a 30% win rate to get the number of opportunities you need in pipeline, “and then back out another 30% to assume that 30% of your meetings will turn into opportunities.” Alrighty, Nick, how can people help us out here?