Page 72 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

“Use metrics to diagnose which skill development area will have the biggest
impact on a salesperson's performance. Customize the coaching plan to that
skill area. Execute ‘metrics-driven sales coaching.’”

I also encouraged the HubSpot sales managers to use the initial monthly
meetings to schedule their follow-up coaching sessions.

“I agree, John. It seems like working on ‘developing a sense of urgency’
with your early-stage opportunities is a good skill to work on this month. I
like your idea of recording two discovery calls that we can sit down
together and review. It looks like you and I are both open next Tuesday at
10 a.m. and then the following Thursday at 4 p.m. Let's book those times
right now. Please have a recording of a qualifying call prepared for each of
these coaching meetings.”

My sales managers felt good about this time management strategy. They knew
they were prioritizing time to coach salespeople on their biggest needs, rather
than constantly reacting to issues as they arose. They were concentrating on the
skills that would have the greatest impact on their team's performance. What
could possibly be a higher priority than that?

Examples of Metrics-Driven Skill Diagnosis and
Coaching Plans

You may be wondering, “Which sales metrics are best to track?”

The answer varies from company to company. That said, as you evaluate your
firm's situation, I recommend keeping the first pass relatively simple by starting
with the high-level metrics that are already being tracked.

Take a look at the simple model in Figure 7.2. This chart illustrates a basic
funnel of leads created, leads worked, demos delivered, and customers closed in
the prior month. Each pattern represents a different salesperson on the team. This
simple model illustrates where mediocre performers are deviating from top
performers and where the largest conversion leakage occurs for each
salesperson.