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12 results for “sales productivity”
Concept5 mentions across episodes
productivity
...those sales and marketing? Oh, that one doesn't count because of x. Or actually, for founders trying to understand this, is it a very simple one? Yeah. Well, first, the other reason I like simpler metrics is there's less to fudge. So you're gonna fin
9:35 / 10:47
from transcript9:35 – 10:47
It's good to track it. Also, you often don't get good response rates. You also get random people filling it out. So most people don't find this super valuable. The second thing people will do is come up with some way to track early signs of retention
13:31 / 14:31
from transcript13:31 – 14:31
...sales process. I wanna look at things like conversion ratios. I wanna look at travel. Like, are they in front of customers? Are they doing things? So there's a long list of things that you have to be measuring, and what I see is companies get away fr
27:44 / 29:13
from transcript27:44 – 29:13
...sales, as we'll talk about. I spent a lot of time supporting them, but but let's be clear, I come in from the marketing perspective. And I think the difference between a salesperson and marketing person is I tended to be more theoretical, what is cor
4:57 / 6:22
from transcript4:57 – 6:22
I said it's a bit of a scam because it's mixing a lot of things together. It's a vanity metric. Now the reason I show you this chart is as you operate your business, my 2¢, is it's important to break down these levers. Because each of these levers ha
8:16 / 9:20
from transcript8:16 – 9:20
Nostra metrics, in my opinion, should not be revenue. It should be something that is directly correlated with customer value. So for example, if customer are doing well, the Nostra metric should go up into the right, but it should also need the busin
53:13 / 54:17
from transcript53:13 – 54:17
...sales? And and it's sort of a rough benchmark. You wanna be able to get three x. So there's productivity numbers. Right? Like, productivity is how we measure everything. As sort of a rule of thumb, my reps should be able to generate three times their
23:13 / 24:24
from transcript23:13 – 24:24
...sales organization and you have 10 reps and the productivity is $600, you better not be hiring. You need to you need to get that productivity. And until such time as either you get that productivity up or at least can look at the data and see that it
23:35 / 25:12
from transcript23:35 – 25:12
...SQLs and the sales team would close it. If incentives drive behaviors, which I think we both agree they do, and you incentivize me, a CS rep with, you know, economics on upsell, g two, my dear customer, my dear customer, I think you could do with our
36:43 / 37:46
from transcript36:43 – 37:46
For sure. Someone who was effective in a resource rich organization may join a resource constrained organization and say, where's marketing to help me with a webinar, or where are my training videos? And you say, hey. This is a startup. You have to b
27:48 / 28:54
from transcript27:48 – 28:54
...is the productivity of the sales team. So number two, you said number of meetings, I think it was. Correct? Yes. What should what should I be looking for there? I tell everyone, look, mileage may vary, but I tell everyone, you know, when I started at
9:41 / 11:05
from transcript9:41 – 11:05
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