Page 77 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com
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Figure 7.3 Example of “Peeling Back the Onion” on a Skill Deficiency
“Peeling back the onion” saves us time in isolating individual skill deficiencies
and gives us confidence that we're working on the right areas.
Measure the Coaching Success
How do we know if our coaching model is working? We measure it, of course!
Figure 7.4 looks similar to the figures we discussed previously. However, rather
than comparing the funnel across different salespeople within a set time frame,
this chart shows how the funnel metrics change month over month for an
individual salesperson. This enables us to go back to our coaching plans from
prior months, review the metrics that each plan was intended to improve, and see
if those metrics did in fact move. As you can see in Figure 7.4, which is based on
the data of an actual HubSpot salesperson, this salesperson and her manager
have been quite successful employing this process.
