How to transform data into actionable insights

It’s no secret that sales organizations have more sales performance data than they know what to do with. However, many of these same companies need a way to use this performance data more effectively, leading to more revenue-relevant decisions. When sales performance data is leveraged correctly, it can help an organization address skill gaps, drive improvement, and grow revenue. To do this right, it takes three steps: ➡ Minimize the data clutter: identify the performance metrics that mean the most to your organization. ➡ Connect performance metrics to selling behaviors: identify the selling behaviors that drive your key metrics. ➡ Make the process operational: introduce a learning loop to continually build individual seller development. Sales skills have traditionally been miscategorized as soft skills. Why not leverage your performance data to drive your team’s sales behaviors into the hard metrics that ultimately move the needle? #SalesPerformance #RevenueGrowth #DataDrivenDecisions

Sales organizations face a critical challenge: they know what’s happening through performance metrics but rarely understand why it’s happening. To close performance gaps and achieve success, it’s not enough to just track the “what”—you must also grasp the “why.” Understanding the selling behaviors behind the metrics is essential, especially when 83% of Chief Sales Officers report that their teams struggle to meet evolving customer needs. In this guide, we’ll explore: 1-Why connecting metrics to behaviors has been so challenging. 2-How to bridge this gap effectively. 3-Strategies to sustain this approach for long-term success. Discover how you can turn data into actionable insights and drive real improvement. Richardson Sales Performance #salesenablement #saleseffectiveness #salestraining #salesleadership #salestech https://lnkd.in/eFUxuMm6

Transform your sales enablement approach to align with modern buyer needs. In today's Era of Decision-Making, it's crucial to evolve your strategies to help clients make significant, strategic changes. Here are five key strategies to enhance your sales enablement: #sales #salesprocess #strategy #salescoaching

Recent data shows that 74% of sales teams lack a documented sales process, while 86% don’t know what should happen at each step of the sales cycle. These gaps can lead to inefficiencies and missed opportunities. To improve: Document Your Process: Create a clear roadmap. Train Your Team: Ensure everyone understands their role. Review Regularly: Continuously refine based on feedback. A solid sales process can be a game changer! Are you in the 26% with a documented process? Let's discuss ways to enhance yours! #Sales #SalesProcess #BusinessGrowth

As buyer behaviors evolve, forward-looking sales leaders must continually adjust go-to-market strategy. Boost your pipeline growth with a sales development strategy aligned to buying behaviors and business goals. #Sales #Growth #SalesPipeline

Hot take. Sales processes are mainly made for sales teams. What if we make sales processes more customer centric instead? Got it, we all want to streamline our processes and make our lives easier. Easier for reps to follow up and move through the different stages of the cycle. Easier for leaders to have the right visibility and understanding so they can execute the right forecast and reporting. Don’t get me wrong, MEDDPICC, SANDLER, SPIN, CHALLENGER, MEDDIC…all these are great and they’ve helped organisations get more and more effective. But what if we start giving that same visibility to buyers? I’m pretty sure they would highly appreciate to get more visibility of what the customer journey entails. What’s the paperwork ahead, what’s the expected timeline and MOTs, who are the decision makers and stakeholders in case some negotiations arise…. I.e. let’s make sales more human centric and less transactional. What are your thoughts? #sales #salesmethodology #sellingtips #consultativesales

I recently completed a contract in sales for a US company, and one thing became strikingly clear: the “old” ways of marketing and selling have dramatically changed. Traditional sales methods no longer deliver results. In today’s digital-first world, prospective buyers rely more heavily on online resources, and organizations must adapt quickly to survive. Through my work, I discovered the Sales Velocity metric, which became the foundation for my program. As I explored further, I realized that the principles of Marginal Gains (lots of small improvements) and Sales/Revenue Enablement (enabling sales reps to function better) are also critical to driving improvements in sales productivity, performance, and growth. But understanding these concepts is just the beginning—we need a robust method to implement them across the organization. This is where the Sales Velocitisor™ program comes into play. How are changing buyer behaviors impacting YOUR sales models, methods, and processes? #Sales #RevenueEnablement #SalesVelocity #MarginalGains #SalesVelocitisor

Is your sales team clear on your “Where We Win?” This goes beyond understanding your ideal customer profile and target personas. It involves defining the types of clients, stakeholders, budget levels, pain points, and functionality needs where you’re well-positioned to win deals and deliver with excellent quality. When defining your “Where We Win,” omissions are just as important as inclusions. This can feel counterintuitive (it’s sometimes tempting to think the less specific the value proposition, the larger the addressable market). In reality though, a crystal clear definition of “Where We Win” is essential to building a well-oiled sales machine. #b2bsales #salesenablement #salesleadership

3 CRITICAL QUESTIONS FOR SALESPEOPLE - TO ASSESS WHY YOU WON OR LOSE A DEAL Lisa Earle McLeod and Ian G. wrote “3 questions sales teams should ask after losing (or winning) a deal”, at HBR, Jul ‘23 They suggest sales teams should ask three questions to assess WHY they lose or won a deal: ✅ "How would the customer articulate the value of their choice?" - focus on the customer's perspective - go beyond obvious reasons ✅ "Who was the most influential voice in and out of the room?" - identify who else was involved - target them in a customized way in future deals ✅ "Beyond price, what were the key deciding factors in the client’s decision?" - reflect on factors other than pricing - compare yourself to competitors 🎯 Building on the authors' suggestion, which I found really pragmatic, I'd say such a reflection process helps to develop: - Unique / differentiated value propositions - A networking map within the customer - Collaboration and trust among the "extended" team (not just salespeople) - ... and, obviously, long term performance. Do you conduct such reflections as a regular process at your sales team?   #salesforce #saleseffectiveness #powerfulquestions #B2B